Sales management of an enterprise (based on the materials of «Korosten MDF Plant» PJSC, Kyiv city)
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Дата
2020
Автори
Назва журналу
Номер ISSN
Назва тому
Видавець
KNUTE
Анотація
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.
Опис
FINAL QUALIFYING PAPER