Analysis of sales systems and development of common classification and comparison parameters

In today’s economy, both products and markets have become more extensive, diverse and sophisticated and the challenges of selling in this environment have increased commensurately. The fundamental trends in the field of sales concern focusing on the long-term relationship with the customer.The project covers some major issues pertaining to the sphere of sales and aimed at investigating problems concerning B2B market in Nizhny Novgorod region.The overall goal of the research involves a necessity to analyze sales methods through the development of common classification and comparison parameters.A number of specific objectives could be confined to:1.To give overview information on existing sales methods and tools that company can use;2.To conduct interviews with managers who work on B2B market in Nizhny Novgorod region and systematize results;3.To identify the most widespread methods and create a unified classification and comparison parameters the use of which will boost sales;4.To implement this system in a company working on B2B market in Nizhny Novgorod and expand a research methodology and instrument to B2B companies. For practical reasons the present study will impose constrictions on B2B market and put restrictions on Nizhny Novgorod region. Here the emphasis is not so much on theoretical but rather practical issues.The techniques employed could be powerful tools for comparing sales methods on B2B market in Nizhny Novgorod. The paper gives overview information on existing sales methods and tools that companies use in order to build effective work.From the findings of the experimental research it can be concluded that the problem could most effectively be handled by treating more than one method at a time. Serious attention should be paid to the value based approach. My findings might have some practical implications in companies working on B2B market in Nizhny Novgorod region. It might be expected that a type of sales used by B2B market can be implemented in any company with the objective to raise sales and improve efficiency.The final part of the proposal reports on the results which are likely to be obtained and some complex data are presented in the table.