Efficiency consideration of the company's distribution of the building materials industry

Вопросы эффективности сбыта предприятия промышленности строительных материалов

Shishkin, Mikhail (Шишкин, Михаил) ()
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Shishkin, Mikhail (Шишкин, Михаил): Russian Presidential Academy of National Economy and Public Administration, Ural Institute of Management

Voprosy upravleniya / Management Issues, 2019, 170-178

Abstract: Currently, for many industrial enterprises, the issue of increasing the efficiency of sales becomes important, since an effective and multi-level concept of strategic sales management brings a significant increase in sales, stable income growth and a confident position in the competitive market. The issues of sales efficiency of the construction materials industry are the subject of the study. The purpose of the article is to analyze sales efficiency of the industrial enterprise "MAN Group", which is engaged in the production and sale of concretes of various brands in Sverdlovsk region. To analyze the efficiency of sales of industrial enterprises in "MAN Group" special indicators based on relevant statistical information are calculated in the work. The results obtained during the analysis of LLC "MAN Group" demonstrate an increase in demand for products and increase of the efficiency of the sales management strategy. So in 2017, the volume of sales increased by 6841 thousand rubles compared to 2017. In 2017 11363,2 thousand roubles of sold products accrue to an employee of the Sales Department and Production Department that is 3599,3 thousand rubles more than in 2015. In 2017, 523 contracts were signed, of which 505 were successfully completed. The inventory turnover ratio decreased by 1.1 P. P. , and the turnover period increased by 2 days, which indicates the efficient work of the Sales Department. The author identifies the key problems affecting the efficiency of marketing activities of an industrial enterprise. The recommendations formulated on the basis of this can be applied in the activities of the enterprise, which will allow to develop an effective strategy, improve control over the decline in sales, improve control over the implementation of sales plans, create a database of buyers, implement a competent pricing policy.

Keywords: sales activity of industrial enterprise; assortment policy; development of efficient sales strategy; strategic management of sales activity (search for similar items in EconPapers)
Date: 2019
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