Journal of Contemporary Issues in Business and Government

Abstract

An enterprise constantly needs to improve its sales logistics. The purpose of the work is to
create a matrix of tactical prospects for the company's sales logistics. Tasks for conducting a
comprehensive study of the scientific and methodological support of ABC analysis methods
have been identified; the use of the economic and mathematical apparatus for modeling the
sales matrix; a description of the methodology for building the sales matrix and identifying
the tactical prospects of the enterprise. The study relies on systemic and process approaches.
The main methods are methods of statistical, economic, and mathematical analysis. The
presented matrix model is based on the creation of individual contract sales conditions,
grounding on multi-parameter ratings of customers and goods. It is shown that the regulation
of relations and flows in the sales sector can be carried out on the basis of standard decisions
taken from the proposed model of the matrix of sales logistics