Enterprise product sales market selection model

¹ Peter the Great St. Petersburg Polytechnic University (SPbPU), Graduate School of Business and Management, Polytechnicheskaya, 29, St. Petersburg, 195251, Russian Federation
² Peoples Friendship University of Russia (RUDN University), 6 Miklukho-Maklaya St, Moscow, 117198, Russian Federation

^* Corresponding author: an-33@yandex.ru

Abstract

Efficient sales logistics is the foundation of sustainability of enterprises in the real economy. This is due to the fact that it is the closing link in the logistics system, production of goods and provides a choice of distribution channels and their participants. The choice of distribution channels, first of all, involves the determination of markets for the products manufactured by the enterprise. Due to the need to ensure the effectiveness of this choice of taking into account a large number of various factors, the solution to this problem involves the use of formalized models and techniques. The article proposes a model and methodology that provides a reasonable choice of markets for the products of an enterprise in the real sector of the economy at the initial stage of forming its marketing logistics strategy. The model is based on a formal apparatus of statistical conclusions based on nonparametric statistics. This made it possible to take into account the inherent uncertainty of the source information inherent in the considered selection problem. The proposed model may be useful for digitalization in the field of logistics management of enterprises in the real sector of the economy.