SALES ACTIVITY AS THE EFFICIENCY BASIS OF TRADE ENTERPRISES

Abstract

The work carried out an up-to-date study of the sales activities optimization issues of enterprises located in Russia and the Irkutsk region. The object of the study was the peculiarities of organizing the commercial organizations sales activities. The first part of the article talks about the trade industry and provides the current dynamics of the trading companies’ number in the world, Russia and the Irkutsk region. The main aspects of the activities of modern trading enterprises considered, and characteristics of the industry given. The dynamics of the functioning of domestic commercial companies over a number of years analyzed. The authors examined the problems of companies' activities, taking into account the peculiarities of the market of the Irkutsk region.

The development of any trading company depends on the company's sales activities planning. The study of problems associated with the process of optimizing sales activities is a central element in the research system. The most significant problems arising in the activities of commercial companies both in Russia and abroad considered. Based on the identified issues, an attempt made to highlight areas that allow increasing the level of profitability of the commercial companies’ sales performance indicators.

Finally, conclusions formulated regarding the most relevant directions for the development of the sales policy of domestic trading companies using such tools as developing their own brand and long-term relationships with suppliers. Also reducing the storage time of material assets in warehouses, as well as by conducting advertising campaigns in order to increase demand for the products they sell.