Optimizing the sales planning process of automotive companies

Abstract

In the article main approaches of planning sales, developed by domestic and foreign scholars are analyzed. The absence of effective methods of sales planning according to the characteristics of the automotive industry is proved. A new approach to planning, which allows for an objective sharing of car market in accordance with the strategic goals of the enterprise is proposed. The method of planning the terms of the regional market intermediaries and priority according to the rate of growth of sales is adapted. The main category indicators according to planning their possible correction by management are separated.