Sales management for industrial enterprise: methods and tools

The article substantiates the author’s developed methods and tools for salesmanagement of industrial enterprise. This methodology includes the followingstages: ABC analysis of profit within the product range category; BCG analysis within the product range category; combination of ABC and BCG analyses; ABC analysis of retail outlets by tonnage, certification of retail outlets, combination of ABC analysis by tonnage and certification. In the article the author proposes to combine ABC analysis and BCG analysis in the formation of the classification matrix of the range and considers the advantages of this tool. Also important aspect in the ar ticle is systematiz ation and generaliz ation of methods and techniques of research of clients of the enterprises, therefore product assortment matricesare formed, which are created on the basis of the analysis of the range and active client base allowing to manage sales of production of the enterprise.