Substantiation of Information Technologies Implementation in Sales Activities Improvement at “Levmark” Limited Liability Company
Students Name: Tatusko Olha Stepanivna
Qualification Level: magister
Speciality: Management of Organizations and Administration (by economic activities)
Institute: Institute of Economics and Management
Mode of Study: part
Academic Year: 2020-2021 н.р.
Language of Defence: ukrainian
Abstract: Tatusko O.S., Rachynska H.V. (supervisor). Substantiation of Information Technologies Implementation in Sales Activities Improvement at «Levmark» Limited Liability Company. Master’s thesis. — Lviv Polytechnic National University, Lviv, 2020. Extended abstract. In modern conditions of aggravation of struggle for the consumer success of activity of this or that enterprise depends not so much on its production and financial possibilities, how many on efficiency of its marketing activity. The use of information technology in retail largely determines the success of the trade organization. Information products are designed to simplify and improve the system of control over the company’s operations (finance and costs, inventories and composition, purchases and sales, receivables and pricing policy), manage relationships with customers and suppliers, control the sales process. If earlier the market offered solutions that were affordable only to large companies, in recent years there have been full-fledged automated mobile trading systems, available even to small businesses. In today’s market to maintain a competitive position can only be those who are constantly evolving and using new technologies. The use of information technology allows you to adapt to any influences of external factors or force majeure, which do not depend on the actions of entrepreneurs themselves. One such example is the COVID-19 pandemic, which has forced retailers to become more active and seek new sales. The COVID-19 pandemic confirmed the relevance of the introduction of information technology to improve sales activities. New forms of communication with customers began to appear, entrepreneurs learned to sell not only goods over the Internet, but also to provide a full range of shopping support services, including home delivery of food, which was the only way for the most vulnerable. Thus, it is undeniable that the modern business conditions of enterprises require the search for ways to improve the efficiency of sales activities through modern information technology. The object of the study is the production and economic, financial and sales activities at «Levmark» LLC.The subject of the study is the theoretical and applied principles of substantiation of the implementation of information technology to improve the sales activities at «Levmark» LLC. The purpose of the master’s qualification work is to substantiation of information technologies implementation in sales activities improvement at «Levmark» LLC. The first section of the master’s qualification work provides an overview of modern theoretical aspects of sales activities improvement of enterprises by means of modern information technologies. The analysis of scientific works revealed that domestic and foreign scientists interpret the concept of "sales activities" as a set of measures for the sale of goods and services; as a process of interaction between buyer and seller; as a process of moving goods; as a tool of marketing activities [1-4]. The second section of the work analyzes the production and economic and sales activities and financial condition at «Levmark» LLC. Among the reasons for the success at «Levmark» LLC, which contributed to increased sales and improved financial condition in 2017-2019, it is worth noting the conduct of market research and segmentation activities, effective advertising activities to promote its brand and innovation policy of owners. The third section of the work is devoted to the choice of directions for sales activities improvement at «Levmark» LLC by means of modern information technologies. It is proposed to use the following new technologies at «Levmark» LLC, which can increase sales conversion and help sales managers achieve high results [5-9]: 1) cloud computing to improve cooperation; 2) forecasting analytics for sales management and forecasting; 3) the use of artificial intelligence in sales; 4) use of chatbots on the website and social networks; 5) automation of the sales process through the use of CRM-system in the activities at «Levmark» LLC, as well as mobile devices, bar coding scanners, data collection terminals, mobile computers, info kiosks, etc.; 6) active presence in social networks, in particular on Facebook; 7) creation of an online store; 8) virtual training of employees.During the analysis, it was found that two cash registers were installed in the store of «Levmark» LLC, which leads to the formation of queues in the afternoon and on weekends. Analysis of queues and quality of customer service using the theory of queuing showed that in the store of «Levmark» LLC it is better to organize three cash registers and introduce a third cashier on weekends and in the afternoon. After conducting the analysis, it is possible to note that the queue will disappear with three cash registers. From the introduction of an additional third cash register, the store will receive additional income due to the increase in the number of customers. To overcome a number of negative trends in the sales management process at «Levmark» LLC, it is proposed to introduce a system of control over sales management and supply chains using blockchain technology. Since the net present value for optimistic, realistic and pessimistic options is positive and greater than zero, we can consider the development and implementation of blockchain technology at «Levmark» LLC as an effective and profitable option to improve sales activities. 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