Business Management

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  CONTEMPORARY DIMENSIONS OF SALES MANAGEMENT

  The paper analyses changes in the factors of the macro- and micro- marketing environment that have given a new image to contemporary sales over the last two decades. It also reviews key concepts and approaches to modern sales management and contributes to the theory of sales management by designing a conceptual goal-oriented model. The model ... The paper analyses changes in the factors of the macro- and micro- marketing environment that have given a new image to contemporary sales over the last two decades. It also reviews key concepts and approaches to modern sales management and contributes to the theory of sales management by designing a conceptual goal-oriented model. The model presents three levels of relations that exist between three modules of metrics – those of sales, marketing and business organisations, and function as a system. The flexibility of the model renders it universally applicable to business organisations in different sectors of the economy.

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  INDIVIDUAL AND GROUP DECISION MAKING IN MACEDONIAN SMES

  Management is principally a bundle of decision-making processes. Decision-making is the process of selecting the best alternative among various available courses of action. The managers of any organization are responsible for achieving the vision, mission and operational and financial goals in particular. All the functions like planning, ... Management is principally a bundle of decision-making processes. Decision-making is the process of selecting the best alternative among various available courses of action. The managers of any organization are responsible for achieving the vision, mission and operational and financial goals in particular. All the functions like planning, organizing, coordinating and controlling are dependent on the quality of the decisions made. In companies, no matter of their size, decisions are made on all hierarchical levels. Structured decision-making process is important for large corporations, but not less important for small and medium enterprises. The innovation capacity that enables the competitive points of difference, utilization of market opportunities and potentials depend on the accuracy and timing of the decisions. This paper discusses the different methods used in individual and group decision-making processes and their application in the small and medium enterprises in North Macedonia. We conducted a research on a sample of SMEs from North Macedonia and analyzed the different decision-making methods applied and the role of individual and group decision-making methods from the perspective of managers (entrepreneurs) and employees including their roles and involvement.

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  CURRENT TRENDS OF ELECTRONIC COMMERCIAL DEVELOPMENT IN THE WORLD MARKETS

  The article deals with the features of the e-commerce development in the modern world economy. The article analyzes the interpretation of the term "e-commerce" by various domestic and foreign scientists. The study specified three levels of e-commerce. The article also identifies five major e-commerce features - advertising, product demonstration, ... The article deals with the features of the e-commerce development in the modern world economy. The article analyzes the interpretation of the term "e-commerce" by various domestic and foreign scientists. The study specified three levels of e-commerce. The article also identifies five major e-commerce features - advertising, product demonstration, transactions, after-sales service, long-term customer relationships. The article demonstrates the main effects of e-commerce on the economy, such as: growing competition, globalization of business spheres, personalization of interaction, reduction of distribution channels, cost savings. The analysis of B2C e-commerce sales volume in the regions of the world during 2012–2017 identified a significant level of the direction development in the Asia-Pacific region.