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Student
Title
Supervisor
Faculty
Educational Programme
Final Grade
Year of Graduation
Natalia Blokhina
Transformation of Sales Management Model
Management
(Master’s programme)
2018
Today sales management is one of the most important spheres whose functioning influences the possibility of company success. One of the major principles of companies’ work is that the companies have to create value for customers if they are to be successful. There are different ways for sales to create value depending on the value orientation of the customer: intrinsic value customer, extrinsic value customer and strategic value customer. That segmentation of customers forms the basis for choice of sales types for the company: transactional sales, consultative sales or enterprise sales.

In this work there was presented and tested for endorsement the instrument of diagnosis sales types compliance to the company strategy.

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