Автор работы: Пользователь скрыл имя, 22 Ноября 2011 в 20:21, курсовая работа
Today, trade is one of the main sectors of the economy of Ukraine. She first felt in a process of denationalization and privatization, which is an integral element of a problem of goods and services due to changes in the structure of market demand, its opportunistic fluctuations and the increasing intensification of competition.
Introduction
1. The role and function of commercial activities in the private business enterprise "Olymp"
2. Organization of procurement processes for PP "Olymp"
3. Organization of the sales process for PP "Olymp"
4. Ways of improving commercial activities in PP "Olymp "
Conclusions
List of references
At that the
main competing with private enterprise "Olymp" firms in this market are:
- LTD "Enerhostar"
- "Metalholdinh"
- LTD "Centrostal"
- DP "Nikopol" of VAT "NPTZ"
- "Tehprostal"
The
structure of market competition is presented in Fig. 3.4.
Fig. 3.4. Structure
In Fig. 3.5 The scheme of distribution channels for enterprise "Olymp" as wholesale intermediary.
Fig. 3.5 Channels
of distribution PP "Olymp" as a mediator [13pg.76]
By wholesale intermediaries who sells goods company owned picker, with
specialized full service. The company collaborates with stakeholders
on a regular basis, it forms its own network of agents, each of which
concluded a separate contract to provide mediation services. One aspect
of motivating agents to cooperate is to give them credit for goods. In
terms of efficiency of economic activity, this method of stimulation
is not feasible in terms of increase in accounts receivable in the assets,
which leads to a decrease in current assets, which remain [21pg.176]
The company strictly
follows the maintenance, cargo handling and movement of goods, that
they were available to customers at the right time and right place. The
main commodity circulation costs consist of costs of transportation,
the following goods storage, maintaining inventory, receiving, shipping
and packing of goods, administrative and compliance costs for processing
orders. Today, management starts to disturb the overall level of expenditure
for the organization of commodity circulation, reaching 13.6% in sales
for manufacturers and 25.6% for firms of intermediate sellers.
4. Ways of improving commercial activities in PP "Olymp"
Based on the fact that the main problem for the last stages of the enterprise "Course"
is a permanent reduction in sales, then prove the effectiveness suggested activities begin
This increase will be due to factors listed in
Table3.3.
Table 3.3
Factors increasing sales PP "Olymp"
| Methods of stimulating |
Projected growth rate of sales, using a method of stimulating |
| Working with distributors in the system of discounts and bonuses | +5% |
| Together with stakeholders taking part in exhibitions and fairs | +4,5% |
| The increase in price due to methods of stimulation, depending on the amount of | +3,5% |
| Entering new markets (working with intermediaries) | +3% |
| The increase at the expense of the marketing department (purposeful search intermediaries work with clients, using modern technology) | +3% |
Improving operational
efficiency will also contribute to the following facts:
If PP "Olymp" will be opened trade credit from suppliers of
goods (90 days) and the duration of the test of its own sales companies
in 60 days - by quick work with suppliers - negative factors of the
last periods decrease the efficiency of enterprises, it is possible neutralized.
To stimulate the desire of intermediaries buy products for "real
money" should be a system of discounts that would stimulate this
desire. As a basis you can take a rule: "2x2 = 4, but with a delay
- 5, on payment - 3", ie it is expedient to use such a system of
discounts and extras:
The calculation at the time of purchase: discount - 0% margin - 0% -
the company immediately enrolls gross income from the sale of goods
The calculation of deferred payment: Discount - 0% margin - 20% - the
company in the future should additional revenue - fees for credit paid
to suppliers.
Calculation of payment - discount - 15% margin - 0% - the company immediately
enrolls gross income from the sale of goods and have the money in circulation
even before the shipment of goods.[18 pg.556]
According to preliminary calculations, the reorganization of the sales
company will save about 14-16% of the funds previously credited to overhead
and administrative costs. In our opinion, such a saving is possible by
changing the payment system of employees of the newly created marketing
department from hourly to piece-that is, revenue officer should put
in dependence on the amount of work done by him.
CONC
Thus, analysis of the current state of business PP "Olymp"
showed that the analyzed enterprise should set the following strategic
goals for your business:
• promote the positive development of the Ukrainian economy, strengthening
its industrial;
• increase efficiency and profitability of production and distribution
of products;
• consolidation of business interests that meet high professional
and ethical standards;
It can be seen that the achievement of these goals will contribute to
the decision the following general tasks: 1. Improving the management.
2. Reconstruction and modernization of production.
Solution of this problem involves a large-scale modernization of primary
production, the replacement of outdated facilities and improve the quality
of products.[9pg.300]
Activation of marketing, access to new markets for products. The priority
in the formation of a single sales policy for the enterprise must be
a permanent research needs of the market, purposeful work with customers,
continued expansion of customer base through quality and timely execution
of orders, support high-level own brand. Particular attention should
be paid to the introduction of new, modern methods of marketing. The
organization of economic relations with suppliers according to market
requirement, the firm practices and use of new approaches to marketing
activities. Careful selection of suppliers associated with the study
of the characteristics of consumer goods, prices, delivery cycle, the
reliability of the company.
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