title: Ð¡Ð¾Ð²ÐµÑÑÐµÐ½ÑÑÐ²Ð¾Ð²Ð°Ð½Ð¸Ðµ ÑÐ¸ÑÑÐµÐ¼Ñ ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ð¼Ð¸ ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸ Ð² ÑÐ¾ÑÐ¼Ð°ÑÐµ Ð2Ð
title: Ð²ÑÐ¿ÑÑÐºÐ½Ð°Ñ ÐºÐ²Ð°Ð»Ð¸ÑÐ¸ÐºÐ°ÑÐ¸Ð¾Ð½Ð½Ð°Ñ ÑÐ°Ð±Ð¾ÑÐ° Ð±Ð°ÐºÐ°Ð»Ð°Ð²ÑÐ°
titleType: Subtitle
title: Improving the company's sales management system in B2B format
Creators: name: Ð­Ð¿Ð¾Ð²Ð°, ÐÐ°ÑÑÑ
Publisher: name: Ð¡Ð°Ð½ÐºÑ-ÐÐµÑÐµÑÐ±ÑÑÐ³ÑÐºÐ¸Ð¹ Ð¿Ð¾Ð»Ð¸ÑÐµÑÐ½Ð¸ÑÐµÑÐºÐ¸Ð¹ ÑÐ½Ð¸Ð²ÐµÑÑÐ¸ÑÐµÑ ÐÐµÑÑÐ° ÐÐµÐ»Ð¸ÐºÐ¾Ð³Ð¾
Year: 2020
Subjects: ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ðµ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ð¼Ð¸
ÑÑÐ½Ð¾Ðº B2B
ÑÑÐ½Ð¾Ðº Ð±Ð°ÑÐµÐ½Ð½ÑÑ ÐºÑÐ°Ð½Ð¾Ð²
Ð°Ð½Ð°Ð»Ð¸Ð· ÑÐ¸Ð½Ð°Ð½ÑÐ¾Ð²Ð¾Ð¹ ÑÑÑÐ¾Ð¹ÑÐ¸Ð²Ð¾ÑÑÐ¸
ÑÑÑÐµÐºÑÐ¸Ð²Ð½Ð¾ÑÑÑ Ð¿ÑÐ¾ÐµÐºÑÐ¾Ð²
ÑÐ¸ÑÐºÐ¸ Ð¿ÑÐ¾ÐµÐºÑÐ¾Ð²
sales management
B2B market
tower cranes market
financial stability analysis
project effectiveness
project risks

description: ÐÑÐ¿ÑÑÐºÐ½Ð°Ñ ÐºÐ²Ð°Ð»Ð¸ÑÐ¸ÐºÐ°ÑÐ¸Ð¾Ð½Ð½Ð°Ñ ÑÐ°Ð±Ð¾ÑÐ° Ð¿Ð¾ÑÐ²ÑÑÐµÐ½Ð° Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ñ ÑÐ¸ÑÑÐµÐ¼Ñ ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ð¼Ð¸ Ð² ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸ Â«Ð¡ÐÐÐ¡ÑÑÐ¾Ð¹Â» Ñ ÑÐµÐ»ÑÑ ÑÐ°Ð·ÑÐ°Ð±Ð¾ÑÐºÐ¸ Ð¼ÐµÑÐ¾Ð¿ÑÐ¸ÑÑÐ¸Ð¹ Ð¿Ð¾ ÐµÑ ÑÐ¾Ð²ÐµÑÑÐµÐ½ÑÑÐ²Ð¾Ð²Ð°Ð½Ð¸Ñ. ÐÐ°Ð´Ð°ÑÐ¸, ÑÐµÑÐµÐ½Ð½ÑÐµ Ð² ÑÐ¾Ð´Ðµ Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ñ: 1. Ð Ð°ÑÑÐ¼Ð¾ÑÑÐµÐ½Ñ Ð¾ÑÐ½Ð¾Ð²Ð½ÑÐµ Ð°ÑÐ¿ÐµÐºÑÑ ÑÐ¸ÑÑÐµÐ¼Ñ ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ð¼Ð¸. 2. ÐÑÐ¾Ð°Ð½Ð°Ð»Ð¸Ð·Ð¸ÑÐ¾Ð²Ð°Ð½Ð° Ð´ÐµÑÑÐµÐ»ÑÐ½Ð¾ÑÑÑ ÐÐÐ Â«Ð¡ÐÐÐ¡ÑÑÐ¾Ð¹Â». 3. ÐÑÐ¾Ð²ÐµÐ´ÐµÐ½ Ð°Ð½Ð°Ð»Ð¸Ð· ÑÐ°Ð±Ð¾ÑÑ ÑÐ¸ÑÑÐµÐ¼Ñ ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ð¼Ð¸. 4. Ð Ð°Ð·ÑÐ°Ð±Ð¾ÑÐ°Ð½Ñ Ð¼ÐµÑÐ¾Ð¿ÑÐ¸ÑÑÐ¸Ñ Ð¿Ð¾ ÑÐ¾Ð²ÐµÑÑÐµÐ½ÑÑÐ²Ð¾Ð²Ð°Ð½Ð¸Ñ ÑÐ¸ÑÑÐµÐ¼Ñ ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ð¼Ð¸. 5. ÐÑÐ¾Ð²ÐµÐ´ÑÐ½ ÑÐ°ÑÑÑÑ ÑÑÑÐµÐºÑÐ¸Ð²Ð½Ð¾ÑÑÐ¸ Ð¿ÑÐµÐ´Ð»Ð°Ð³Ð°ÐµÐ¼ÑÑ Ð¼ÐµÑÐ¾Ð¿ÑÐ¸ÑÑÐ¸Ð¹. 6. ÐÑÐµÐ½ÐµÐ½Ñ ÑÐ¸ÑÐºÐ¸, ÑÐ²ÑÐ·Ð°Ð½Ð½ÑÐµ Ñ ÑÐµÐ°Ð»Ð¸Ð·Ð°ÑÐ¸ÐµÐ¹ Ð¼ÐµÑÐ¾Ð¿ÑÐ¸ÑÑÐ¸Ð¹. Ð Ð°Ð±Ð¾ÑÐ° Ð²ÑÐ¿Ð¾Ð»Ð½ÑÐ»Ð°ÑÑ Ð½Ð° Ð±Ð°Ð·Ðµ Ð´Ð°Ð½Ð½ÑÑ Ð¾ Ð´ÐµÑÑÐµÐ»ÑÐ½Ð¾ÑÑÐ¸ ÐÐÐ Â«Ð¡ÐÐÐ¡ÑÑÐ¾Ð¹Â»: Ð±ÑÑÐ³Ð°Ð»ÑÐµÑÑÐºÐ°Ñ Ð¾ÑÑÐµÑÐ½Ð¾ÑÑÑ, ÑÐ²ÐµÐ´ÐµÐ½Ð¸Ñ Ð¾Ð± Ð¾Ð±ÑÑÐ¼Ð°Ñ ÑÐµÐ°Ð»Ð¸Ð·Ð°ÑÐ¸Ð¸ Ð¸ Ð¾Ð¿ÐµÑÐ°ÑÐ¸Ð²Ð½ÑÐµ Ð´Ð°Ð½Ð½ÑÐµ Ð¾ÑÐ´ÐµÐ»Ð° Ð¿ÑÐ¾Ð´Ð°Ð¶. Ð Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ð¸ Ð¿ÑÐ¸Ð¼ÐµÐ½ÑÐ»Ð¸ÑÑ Ð¾Ð±ÑÐµÐ½Ð°ÑÑÐ½ÑÐµ Ð¼ÐµÑÐ¾Ð´Ñ: ÑÑÐ°Ð²Ð½Ð¸ÑÐµÐ»ÑÐ½ÑÐ¹ Ð°Ð½Ð°Ð»Ð¸Ð·, SWOTÐ°Ð½Ð°Ð»Ð¸Ð·, Ð¿ÑÐ¾Ð³Ð½Ð¾Ð·Ð¸ÑÐ¾Ð²Ð°Ð½Ð¸Ðµ, ÑÐºÑÐ¿ÐµÑÑÐ½Ð¾Ðµ Ð¾ÑÐµÐ½Ð¸Ð²Ð°Ð½Ð¸Ðµ, Ð¼ÐµÑÐ¾Ð´Ñ Ð¾ÑÐµÐ½ÐºÐ¸ ÑÑÑÐµÐºÑÐ¸Ð²Ð½Ð¾ÑÑÐ¸ Ð¿ÑÐ¾ÐµÐºÑÐ¾Ð², Ð°Ð½Ð°Ð»Ð¸Ð· ÑÐ¸ÑÐºÐ¾Ð² Ð¿ÑÐ¾ÐµÐºÑÐ°. Ð ÑÐ¾Ð´Ðµ ÑÐ°Ð±Ð¾ÑÑ Ð±ÑÐ»Ð° Ð¿ÑÐ¾Ð°Ð½Ð°Ð»Ð¸Ð·Ð¸ÑÐ¾Ð²Ð°Ð½Ð° Ð´ÐµÑÑÐµÐ»ÑÐ½Ð¾ÑÑÑ ÐºÐ¾Ð¼Ð¿Ð°Ð½Ð¸Ð¸ Ð½Ð° ÑÑÐ½ÐºÐµ Ð2Ð. ÐÑÑÐ²Ð»ÐµÐ½Ñ Ð¾ÑÐ½Ð¾Ð²Ð½ÑÐµ Ð¿ÑÐ¾Ð±Ð»ÐµÐ¼Ñ Ð¸ Ð½ÐµÐ´Ð¾ÑÑÐ°ÑÐºÐ¸ ÑÐ¸ÑÑÐµÐ¼Ñ ÑÐ¿ÑÐ°Ð²Ð»ÐµÐ½Ð¸Ñ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ð¼Ð¸ Ð¸ Ð¿ÑÐµÐ´Ð»Ð¾Ð¶ÐµÐ½Ñ Ð¼ÐµÑÐ¾Ð¿ÑÐ¸ÑÑÐ¸Ñ Ð¿Ð¾ ÐµÑ ÑÐ¾Ð²ÐµÑÑÐµÐ½ÑÑÐ²Ð¾Ð²Ð°Ð½Ð¸Ñ. ÐÐ¾ ÐºÐ°Ð¶Ð´Ð¾Ð¼Ñ Ð¸Ð· Ð¼ÐµÑÐ¾Ð¿ÑÐ¸ÑÑÐ¸Ð¹ ÑÐ°ÑÑÑÐ¸ÑÐ°Ð½Ñ Ð¿Ð¾ÐºÐ°Ð·Ð°ÑÐµÐ»Ð¸ ÑÑÑÐµÐºÑÐ¸Ð²Ð½Ð¾ÑÑÐ¸ Ð¸ ÑÐ¸ÑÐºÐ¸ ÑÐµÐ°Ð»Ð¸Ð·Ð°ÑÐ¸Ð¸ Ð¿ÑÐ¾ÐµÐºÑÐ°.
description: The aim of the graduate qualification work is to the study of the sales management system in the company Â«SPBStroyÂ» for the development of measures to improve it. Tasks of the graduate qualification work: 1. Reveal the main aspects of the sales management system. 2. To perform the activities of Â«SPBStroyÂ». 3. To analyse the work system of sales management in the company of Â«SPBStroyÂ». 4. Develop measures to improve sales management at the enterprise. 5. Calculate the effectiveness of the proposed measures. 6. Assess the risks of measures to improve the sales management system. The graduate qualification work was carried out on the basis of Â«SPBStroyÂ», which contains the data of the accounting reporting of the obtained data on the volume of sales by months and data on sales. General scientific research methods were used: comparative analysis, SWOT analysis, forecasting, expert evaluation, methods for evaluating the effectiveness of projects, and project risk analysis. In the course of the work, the activity of the entire company in the B2B market, in particular, the sales Department, was analyzed. The main problems and shortcomings of the sales management system are identified and measures to improve it are proposed. Performance indicators and project implementation risks are calculated for each of the activities.