Abstract: Distribution systems as we know them today are the result of their interaction with business environment factors and information technologies. Based on the conceptual characteristics of integrated distribution systems and the role of information technologies to their development, this paper aims to present a new concept about the relationship between them as a symbiotic, bidirectional and stimulating one. We have outlined in detail the major aspects of that relationship; the short-term and long-term effects, which it produces, as well as the prospects for their further symbiosis.
Abstract: 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.