TOP MANAGEMENT TOOLS IN SALES MANAGERS’ PRACTICE

TOP MANAGEMENT TOOLS IN SALES MANAGERS’ PRACTICE
Prof. Tzvetan Davidkov, DSc
Department of Business Administration, SU „St. Kliment Ohridski“
е-mail: tzvetandavidkov@feb.uni-sofia.bg
Assoc. Prof. Yavor Yankulov, PhD
Department Economy of Trade, University of National and World Economy
е-mail: yankulov@unwe.bg
Abstract
Research on the use of different management tools trace the evolution of leading
trends in management. It outlines the content and limitations of the general management
tools, as well as differentiating between them. The text introduces a clear-cut model of
the top management tools and the results of a study among Bulgarian managers. There
are two components to this research: to what extent are the subjects familiar with the
tools listed; to what extent do they wish to learn more about them. Special attention is
paid to the sales managers – which of the tools they are familiar with and which they use
in their practice. A comparison is drawn between the sales managers and the production
managers relative to the whole studied aggregate.
Key words: management tools, management, sales managers, business
JEL: D2, M1