Open AccessIMPROVING THE SALES PROCESS OF THE AUTO DEALER ENTERPRISE: HIDDEN POINTS OF GROWTH
Author(s) -
Е. C. Купцова,
Ekaterina Kuptsova
Publication year - 2019
Publication title -
vestnik universiteta
Language(s) - English
Resource type - Journals
eISSN - 2686-8415
pISSN - 1816-4277
DOI - 10.26425/1816-4277-2019-10-118-123
Subject(s) - business , sales management , phone , marketing , audit , retail sales , work (physics) , process (computing) , point of sale , control (management) , sales journal , advertising , operations management , computer science , engineering , management , economics , accounting , mechanical engineering , linguistics , philosophy , world wide web , operating system
Sales have been considered as a process, which can be described, studied, systematized and, on this basis, to increase its effectiveness. The results of the audit work of the sales department of the dealership have been presented. The problems of telephone conversations of sellers with dealership customers and the reasons for refusing to buy a car have been revealed. The control points for incoming phone calls from the marketing department and sales department have been defined. An approach to the development of the sales model of an auto dealer center based on lido generation has been considered.