Improving the efficiency of the company

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Uploaded: 18.03.2015
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Description

Diploma Improving the performance of the company by improving the sales organization on the example of "Biosvetdizayn"

2015


TABLE OF CONTENTS

INTRODUCTION 3

Chapter 1. Theoretical basis of business management software sales organization 6

1.1. The essence of the concept of the effectiveness of the sales company 6

1.2 The organization of sales activities as an important component of planning activities across the organization 14

1.2. Planning and organization of the management of sales activity 36

Chapter 2. Analysis and evaluation of the sales in the enterprise "BIOSVETDIZAYN" 41

2.1. Brief description of organization OOO "Biosvetdizayn" 41

2.2. Analysis of financial and economic activity of LLC "Biosvetdizayn" 44

2.3. Analysis of the activities of the organization sales of "Biosvetdizayn" 55

CHAPTER 3. THE WAY OF PERFECTION OF SALES LLC "BIOSVETDIZAYN" in order to improve the effectiveness of 61

3.1 Identification of the main problems for the organization of sales of "Biosvetdizayn" 61

3.2 Development of measures to improve the organization of sales of "Biosvetdizayn" 63

3.3 Evaluation of the economic effectiveness of the proposed measures 73

CONCLUSION 80

REFERENCES 83

APPENDIX 1 87

APPENDIX 2 89

Additional information

INTRODUCTION


The relevance of the study. Sales promotion - one of the most important elements in a complex economic activity. Furthermore, the current understanding of economists, they exist in inseparable interaction with each other. Thus, promotion is not only an important element of formation of demand, but also a major component of economic activity of enterprises.

Investigation of the basic forms and methods of distribution aimed at identifying promising means of promoting goods from the producer to the final consumer and the organization of their retail sales on the basis of a comprehensive analysis and evaluation of used or planned to use channels and methods of distribution and marketing, including those used by competitors.

Analysis methods of marketing and promotion of products is an integral part of the organization of sales of goods to the factories. This is due to the relevance of this thesis.

More and more companies are beginning to use such a tool of management, sales planning. More and more companies are adopting the practice of drawing up management plans and regular reports on sales, begin to simple accounting and try to analyze the performance of turnover in dynamics. All this gives meaning to activities, orderliness and predictability.

Modern requirements for speed, reliability, precision and information management burden on the decision-makers, are so high that the complex data tasks can best be resolved only when the general automation of management processes. This requires the greatest possible formalization of management procedures. It relies on a database, as well as their means of processing and analysis, including statistical models.

The implementation of an optimal control policy is based on sales activities to ensure the translation of the current Trade Organization in optimum condition. To this end, a statistical model is necessary to determine the optimum condition, as well as to assess the ways and means for achieving it. The control circuit includes a sales forecast conditions of the market environment and requirements for the control actions. With sufficient complexity Trade Organization as an object of management forecast and simulation can be carried out only approximately. Therefore, a meaningful control of the control circuit, the result of which will be informal decision on adjustment generated control actions and projections of the market environment.

The aim of this thesis is to develop a set of measures to improve the effectiveness of sales organizations in the enterprise.

To achieve this goal it is necessary to solve the following problems:

- To consider the essence of the concept of the effectiveness of the sales company;

- To examine the management of sales activities as an important component of planning activities throughout the organization;

- To consider the planning and organization of the management of sales activities;

- Give a brief description of the organizational enterprise LLC "Biosvetdizayn";

- An analysis of financial and economic activity of LLC "Biosvetdizayn";

- Analyze the activities of the organization sales of "Biosvetdizayn";

- Identify the main challenges for the organization of sales of "Biosvetdizayn";

- Develop measures to improve the organization of sales of "Biosvetdizayn";

- To assess the cost-effectiveness of the proposed measures.

The object of study - OOO "Biosvetdizayn."

Subject of research - the effectiveness of the sales organization in the enterprise.

The theoretical basis of final qualifying work were the development of domestic and foreign economists, such as Kirichenko, TV, Kovalev VV, Zhmailo AF, AF Chernenko, Ilysheva NN and etc.

The methodological basis of final qualifying work are the following methods: theoretical generalization, comparison, sensitivity analysis. Among used

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