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Formation of the Sales Strategy of Small Industrial Enterprises


  • Shpak Nestor O.

    () (National University "Lviv Polytechnic")

  • Kyrylych Tamara Yu.

    () (National University "Lviv Polytechnic")


The article forms characteristic definitions of marketing sales channels, analyses advantages and shortcomings of such channels of distribution of products for small production enterprises, marks out a position of the wholesale market as a direct and indirect sales channel, and marks advantages and shortcomings of its use. It forms analytical representation of marketing costs for calculation of the forecasted profit as one of the important quantitative criteria for selection of the sales channel and improves methodical provisions on its calculation with consideration of production, marketing and logistics costs. It offers a scheme of making a managerial decision on selection of the best marketing strategy on the basis of diversification of marketing channels.

Suggested Citation

  • Shpak Nestor O. & Kyrylych Tamara Yu., 2013. "Formation of the Sales Strategy of Small Industrial Enterprises," Business Inform, RESEARCH CENTRE FOR INDUSTRIAL DEVELOPMENT PROBLEMS of NAS (KHARKIV, UKRAINE), Kharkiv National University of Economics, issue 10, pages 258-266.
  • Handle: RePEc:idp:bizinf:y:2013:i:10:p:258_266

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