Sales Management Mechanism and Methodologies for Solving the Problems of Special-Purpose Product Management and Sales

  • Elvira A. Pyanikova
  • Anna E. Kovaleva
  • Mariya A. Zaikina
Conference paper
Part of the Springer Proceedings in Business and Economics book series (SPBE)


This article discusses the mechanisms of sales management and offers some methodologies that allow us to solve the problems of special-purpose product management and marketing. Our study considers special-purpose products as functional nutrition products with a balanced composition that are enriched in specific components, the main role of which is body process regulation to maintain its effective life. The article has undertaken the analysis of existing techniques for managing the production process, output, and delivery of goods and managing sales directly in trade. There have been singled out positive and negative aspects of these techniques and on the basis of that we have proposed some methodologies that help to identify potential customers for a specific product with the use of integrated events to promote products. Methodologies allow us to evaluate the efficiency of special-purpose product production, through the example of bread products, depending on demand for them, taking into account a combination of integrated events to promote this category of goods. This technique makes it possible to obtain the ratio of anticipated sales with due account for growth output indices and to determine the necessary quantity of shipped product from manufacturers to trade outlets. Methodologies include targeting mathematical methods of processing statistical data obtained in real-life conditions. Practical approval of mathematical apparatus was carried out on the example of citizens living in Kursk.


Management Methodologies Efficiency 


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Copyright information

© Springer International Publishing AG 2018

Authors and Affiliations

  • Elvira A. Pyanikova
    • 1
  • Anna E. Kovaleva
    • 1
  • Mariya A. Zaikina
    • 1
  1. 1.Southwest State UniversityKurskRussia

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