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Liburkina L. M.

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Sales Activity of Distribution Enterprises: The Essence and Peculiarities of Implementation
Beshlei B. V.

Beshlei, Bohdan V. (2024) “Sales Activity of Distribution Enterprises: The Essence and Peculiarities of Implementation.” Business Inform 9:266–273.
https://doi.org/10.32983/2222-4459-2024-9-266-273

Section: Economics of Trade and Services

Article is written in Ukrainian
Downloads/views: 3

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UDC 658.8:339.33

Abstract:
The aim of the article is to characterize approaches to defining the essence of the concept of «sales activity of distribution enterprises», as well as substantiating the features of implementation of such an activity. Analysis, systematization and generalization of scientific works of economists allowed to consider the features of sales activities, taking into account the specifics of distribution enterprises. The views of scholars on the definition of the concepts of «sales» and «sales activity» are systematized. As a result of the study, the author’s own definition of the concept of «sales activity of a distribution enterprise» is presented, based on a combination of such important aspects of sales as demand formation, organization of distribution channels, consumer orientation, as well as financial and marketing principles. The levels of distribution channels of production are substantiated and it is determined that distribution enterprises play an important role in the channels of distribution of products, ensuring the effective movement of goods from the producer to the end consumer through different levels of intermediaries. The place and role of distribution enterprises in the supply chain are determined and the main components that affect the process of sales activity are analyzed. Particular attention is paid to the use of modern digital technologies in the implementation of sales activities of distribution enterprises. It is proved that their use can significantly increase the efficiency of sales processes, logistics, inventory management and interaction with partners and customers, and help distributors adapt to market changes. Ways to optimize the sales activities of distribution enterprises are proposed, the main vectors of which are: automation of sales processes; optimization of logistics processes; expansion and diversification of sales channels; improving the marketing strategy; improving the quality of customer service; demand analysis and forecasting; pricing management; increasing the level of cooperation with partners. It is concluded that the sales activity of distribution enterprises is an important element of the functioning of the modern market environment, ensuring the effective movement of goods from the manufacturer to the end consumer.

Keywords: sales, sales activities, distribution enterprises, distribution channels, accounting.

Fig.: 2. Tabl.: 1. Bibl.: 8.

Beshlei Bohdan V. – Postgraduate Student, Department of Analysis and Audit, Vinnytsia National Agrarian University (3 Soniachna Str., Vinnytsia, 21008, Ukraine)
Email: [email protected]

List of references in article

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