Significance and Differences of Marketing and Sales Controlling Cover Image

Significance and Differences of Marketing and Sales Controlling
Significance and Differences of Marketing and Sales Controlling

Author(s): Karel Havlíček, Pavla Brečková
Subject(s): Economy
Published by: Fakulta podnikohospodářská, Vysoká škola ekonomická v Praze
Keywords: Marketing Controlling; Sales Controlling; Business Process Management; Sales; Forecasts

Summary/Abstract: Small and medium-sized companies usually perceive controlling in connection with financial management. However, it is a serious mistake which may have very unpleasant consequences for businesses. Such consequences are usually connected with a failure to achieve operational and strategic aims in the area of sales, production, innovation or marketing. For companies, a failure of marketing and sales controlling means that achieving the aims in the area of customer relations management is threatened, which subsequently results in the company´s sales not being fulfilled. This may result in a failure of the corporate strategy in the medium-term, which tends to be followed by a failure of sales and a threat to liquidity. Absence of marketing and sales controlling is usually the most frequent cause of a crisis. Therefore, the aim of the article is to describe the main areas of marketing and sales controlling and its relation to risk management.

  • Issue Year: 2/2013
  • Issue No: 3
  • Page Range: 36-42
  • Page Count: 6
  • Language: English