Sales management in the oil and gas business

The article discusses the problems of sales management in an oil and gas holding and ways to solve them. The mainly applied theoretical and methodological basis on the stated topic is presented. The author examines the issues of production management through the prism of sales management in an oil and gas holding, which is relevant in conditions of prolonged crisis phenomena. As a result, the author notes that the sales strategy is also a logistical marketing tool for the formation, stimulation and planning of sales policy for the future. At the same time, the marketing activities of oil companies should be based on the synergy of the marketing and logistics approach. The article refers to the author’s cycle of publications on sales management in an oil and gas holding. Since the research is applied, some of the information is not disclosed publicly. This article provides only a part of the results obtained. The hypothesis of the study is confirmed. The practical significance of the study lies in the fact that during the analysis of the problems of updating the strategic management of the marketing activities of oil companies, a draft program for updating the marketing strategy for PJSC «XXX» was developed. Information base of the work: information from organizational and administrative documentation, accounting (financial) statements of the enterprise, modern scientific literature.