Sales Management Models in the Russian Industrial Hydraulics Market

Nowadays sales management is really important for commercial enterprises. For qualitative sales management, from time to time it is necessary to analyze how effectively the existing sales processes are built, to develop them, to diagnose their problems and to offer solutions, i.e. to modernize sales. In this research, I have studied the theoretical aspects that are taken into account for sales management, such as sales models, sales channels and also types of customers. The Russian industrial hydraulic market was also reviewed and studied. Criteria for evaluating the effectiveness of sales processes have been developed. These criteria were applied in the practical part of the research. It also provides an analysis of the sales processes of a participant company in the Russian market of industrial hydraulics, as well as diagnostics of problems of these processes. Client categorization has been created. The results of all the research methods used helped to develop recommendations for the modernization of sales of Bosch Rexroth, which can also be applied to other companies participating in the market of industrial hydraulics for sales management.