Qozon (Volgaboyi) Federal universiteti

Tarkib

Old so'z 4             

Kirish 6             

Bo'lim 1. Sotishni boshqarishning nazariy jihatlari 7                                                       

1.1. Sotish kanallarini shakllantirish va boshqarish                    

8. yondashuv             

1.1.1. Segmentatsiya. Maqsadli segmentni aniqlash 9                                               

1.1.2. Tarqatish kanallarini shakllantirish 10                   

1.1.3. Distribution Channel qatnashchilarini rag'batlantirish 22                   

1.1.4. Tarqatish kanallarining samaradorligini kuzatish va baholash ... .24     

1.2. Korxonada savdo bo'limini boshqarish 26                                  

1.2.1. Sotishni rejalashtirish 26                   

1.2.2. Savdo bo'limini qurish 28                   

1.2.3. 29. Savdo xodimlarini rag'batlantirish                                 

1.2.4. Savdo bo'limi faoliyatini nazorat qilish 33