"The aim of this work - analysis of mechanisms of formation of various types of sales management systems, which are used by the Russian entrepreneurial companies. In carrying out this study tested the accuracy of the following hypotheses:
Hypothesis 1: Managers and owners of business enterprises of small and medium-sized understand the critical importance of effective functioning of the sales department of the company to achieve market success.
Hypothesis 2: Managers and owners of business enterprises of small and medium-sized most significant function of sales management consider the function of monitoring the activities of sales personnel.
Hypothesis 3: Managers and owners of small entrepreneurial companies and medium size often organize sales management functions on the basis of the existing market and examples of their experience.
Hypothesis 4: Managers and owners of business enterprises of small and medium-sized believe that one of the main goals of training sessions held in - getting sales staff about how he should conduct their work in the market." ​

Keywords: The entrepreneurial companies, the effectiveness of the sales department, the function of control, the function of sales management, training.