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PROBLEMS OF MODERN ECONOMICS, N 4 (80), 2021
PROBLEMS OF MARKETING. LOGISTICS
Davidenko I. A.
PhD student, Department of Economics, Chair of International Management, Byelorussian State University (Minsk)

Optimization of the process of direct export B2B sales: Method of defining the target qualification (portrait) of import organizations (Belarus’, Minsk)
With the growing demand to specialists in export sales, resulting from various market factors, optimization of client search as a most important function performed by sales specialists, turns into a present-day requirement, especially if the country or the company possess export potential. The author develops a qualifying model of export B2B clients, including the description of the process of referent client identification that aims at forming its target portrait and developing the notional apparatus of the model.
Key words: direct export, sales, segmentation of the market, qualification of customers, target portrait, marketing research, target marketing
Pages: 130 - 133



Список использованных источников:
1. Keller K.L., Kotler P., Marketing Management, 15th Global Edition, Pearson, 2016.
2. Malcolm McDonald and Ian Dunbar, Market segmentation: how to do it, how to profit from it / Elsevier Butterworth-Heinemann, 2004.
3. Philip Kotler, Hermawan Kartajaya, Iwan Setiawan. Marketing 5.0: technology for humanity / Description: Hoboken, New Jersey: Wiley, 2021.

Article in russian

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