Improving the sales activities of the enterprise
Students Name: Dubenska Vasylyna Vasylivna
Qualification Level: magister
Speciality: Enterprise Economics
Institute: Institute of Economics and Management
Mode of Study: part
Academic Year: 2021-2022 н.р.
Language of Defence: ukrainian
Abstract: Dubenska V. V., Gavrilyak A. S. (head). Improving the sales activities of the enterprise. Master’s thesis. – Lviv Polytechnic National University, Lviv, 2020. An important principle of economic activity for any enterprise is the provision and implementation of appropriate sales opportunities. Practice shows that there are many companies that have significant resources and, consequently, large production capacity, but financial results remain small. Quite often this is because companies are not able to get the right amount of income from the sale of their products. This, in turn, may be due to the inability of business managers to use all possible means to manage sales of their products. It should be noted that there are many tools for sales management. These include the development of sales channels, the establishment of reasonable prices for goods sold, raising awareness of potential buyers of these goods and many others. However, every measure to improve the marketing activities of economic entities requires a detailed justification. Such justification is an important component of the sales management process. It should be borne in mind that many measures to manage the sale of goods and other products of enterprises have several options for their implementation. Therefore, it is necessary to choose the best of them [1-3]. The solution of these tasks is carried out in the process of managing the sales activities of companies. The purpose of this master’s thesis is to develop a number of recommendations for improving the sales management process of the business entity. A thorough analysis of the key indicators of economic activity of the researched business entity and the peculiarities of its organization of sales of its own products. The dynamics and structure of the sales volumes of the enterprise in question and the sales costs incurred by it are assessed in detail. The evaluation of indicators of dynamics, composition and structure of those selling prices, which was set by the researched enterprise for its own products, was carried out. The influence of changes in the structure of the product range and the level of costs of the researched economic entity on the change in the amount of financial results obtained by him is also analyzed. The substantiation of rational directions of changes in the assortment structure of the economic entity considered in this work is substantiated. Optimized the physical sales of the researched economic entity of products and established the feasibility of establishing a marketing department on it. The choice of the best sales channel for the products implemented by the organization studied in this work is substantiated. The theoretical basis of the work are regulations; monographs on its topic, separate textbooks, thematic articles published in periodicals; statistical and accounting material presented in the reports of the surveyed company. As for the scientific novelty of the work, this novelty is to improve the ways of measuring the size of the sales potential of the economic entity using a certain relative indicator. The practical significance of the obtained results lies in the possibility of their use by managers and specialists of the enterprise in developing their sales policy. Key words - enterprise, sales activities, evaluation, sales promotion, management. List of used literature sources. 1. Kozyk, VV and others. (2017). Business economics: a textbook. Lviv: Prostir - M, 406 p. 2. Vysotsky, AL (2014). Types, factors and objects of management of sales potential of the machine-building enterprise. Scientific Bulletin of NLTU of Ukraine: collection of scientific and technical works, (24.7), 315-323. 3. Vysotsky, AL (2014). The essence and features of sales potential as part of the total economic potential of enterprises. Scientific Bulletin of NLTU of Ukraine: collection of scientific and technical works, (24.8), 225?233.