Year of Graduation
The analysis of problems and improvement of the company sales policy
Key words: sales policy, marketing, sales management, sales department, industrial enterprise.This academic project addresses to consideration of sales system of the company “TEKS-NN”, which produces and sells industrial filters. The general purpose of the project is improvement of the company’s sales policy. This aim defined the following objectives:1.To describe the sales policy of the company “TEKS-NN”; 2.To analyze the competitive environment of the company;3.To identify the main factors influencing the consumer’s choice in the market of industrial filters;4. To develop measures to improve the company's sales policy. The object of the research is the company “TEKS-NN”. The subject is its sales policy.Theoretical issues of sales policy were examined by analysis of the literature. The empirical study is based on using qualitative and quantitative research methods such as observation, analysis of documents and survey of consumers.The novelty of this paper is defined by the integrated approach, which was used to identify problems of the sales policy, based on the study of the industry in which the company operates, and consumer’s opinions regarding the criteria, influencing the choice of company in the market of industrial filters.This research can have practical significance for the increasing effectiveness of the sales activities of the company “TEKS-NN” and the further development of the company's marketing strategy. The academic project consists of introduction, three chapters, conclusion and bibliography. It contains 2 applications, 7 tables and 10 figures. The first chapter describes the theoretical aspects of a company’s sales policy. The second chapter presents the results of research of the company “TEKS-NN”. The third chapter of work includes the development and evaluation of measures for improving the sales system of the company. In conclusion, a main idea of research is pointed out: despite the stable position of "TEKS-NN" on the market, there are many prospects for improving its sales policy. Today, it is important for the company to develop the following four areas: creation of own delivery service, organization of additional services, loyalty program and improvement work of sales managers.