Analiza struktury sprzedaży jako podstawa tworzenia relacji partnerskich w łańcuchu dostaw
Analysis of Sales Structure as a Basis for Creating Relationship in Supply Chain

Summary/Abstract: In the market economy environment, many large companies cooperate with a lot group of customers who often make small orders. The consequence of serving a large number of customers is the need for significant involvement in the distribution and customer service and related costs. For large companies, it is important to cooperate with customers whose order quantity is correlated with production capacity. An important aspect in evaluating clients beyond the size of their orders is also their regularity. The aim of the study is to analyze the domestic sales structure of the selected steel company, which allows to identify the flagship recipients with whom the partnership can be justified.

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