Факультет Економіки, Менеджменту та Психології

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https://ur.knute.edu.ua/handle/123456789/32

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Перегляд Факультет Економіки, Менеджменту та Психології за Автор "Petrenko Yuliia"

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    Sales management of an enterprise (based on the materials of «Korosten MDF Plant» PJSC, Kyiv city)
    (KNUTE, 2020) Petrenko Yuliia
    Relevance of the research topic. Sales activities for any company is very important, because its effective implementation provides the company with the necessary sales, and hence profit. The rapidly changing environmental conditions set managers the task of finding ways to ensure the competitive position of the enterprise as a necessary condition for survival. Therefore, when formulating a strategy, the company should take a prudent approach to finding ways to increase sales activities. There is a need for flexible adaptation of sales activities to the growing demands of the market in order to increase the competitiveness of producers. The definition of the essence of the concept of sales management can be found in the works of many foreign and domestic scholars. Among them are D. Barkan [2], D. Jobber [15], D. Lancaster, I. Kuznetsov [20], D. Stefanych [37], O. Yamkova [43] and N. Stevens. The purpose of the study is to investigate the theoretical and practical aspects of sales management and to substantiate practical measures to develop sales management in the enterprise. In accordance with the purpose of the study, the following tasks were set: ̶ to define the essence of sales management; ̶ to substantiate of the importance of sales management within the work of enterprises; ̶ to analyze the factors that may affect sales; ̶ to identify the ways to minimize the negative impact of various factors on sales; ̶ to implement of a comprehensive assessment of sales activ ities of PJSC «Korosten MDF Plant»; ̶ to develop of proposals for improving sales management at the enterprise. The object of this study is the process of sales management at the enterprise. Subject of the research – theoretical and practical aspects of enterprise sales management. Among the main research methods that were used to achieve the goal and solve the main objectives of the study were the following: synthesis and comparative analysis (for analyzing the economic and financial performance of the enterprise and its sales activities); the method of forming tables for convenient presentation of the general characteristics of the enterprise, the implementation of calculations of basic economic indicators, in the economic analysis of sales activities; method of graphical analysis (for visualization of statistical data); statistical and qualitative comparison (for analyzing the dynamics of key financial indicators); grouping method, statistical methods. Scientific novelty. These are theoretical generalizations and development of scientific provisions on enterprise sales management. Information base of the research. In writing the final qualifying paper were used official materials of the State Statistics Service of Ukraine, scientific papers of domestic and foreign scientists, financial statements of the enterprise, as well as information resources of the world computer information network Internet. The first section discusses the theoretical aspects of sales management. The main tasks of sales activities, functions and tools are highlighted. The second section analyzes the sales management process at the enterprise, as well as indicates what measures should be taken as a result of the assessment. The third section provides recommended measures to improve sales activities at the enterprise. An assessment of the economic efficiency of the proposed measures is given. Structure and volume of the final qualifying paper. The final qualifying paper consists of an introduction, three parts, conclusions and suggestions, appendices and a list of sources used. The main text of the work is 54 pages, including 15 tables, 15 figures and 2 formulas. The list of used sources contains 4 4 items listed on 4 pages. The work contains 7 appendices set out on 14 pages.