INTERACTION WITH CLIENTS IN THE CONTEXT OF ACTIVATION OF SALE OF GOODS IN THE DISTRIBUTION SYSTEM
Main Article Content
Abstract
Introduction. In the conditions of transformation of market relations, deepening of processes of globalization and European integration, increase of scale of economic turnover is complication of functions of sphere of commodity circulation. In this regard, the scientific search for the creation of effective mechanisms and systems of promotion of goods from the sphere of production to the sphere of consumption is intensified. Special attention should be paid to the approaches to the formation of the mechanism of activation of sale of goods in distribution systems with the coordinated participation of its participants. The attitude of a person to work is created under the influence of external and internal factors. The employee, being involved in the production process, obeys its rules and laws inherent in the production environment. On the other hand, he, as an active and relatively autonomous agent of the enterprise, makes independent decisions, selects alternative lines of behavior. The most effective labor return from an employee can be expected only if the conditions for unidirectionality, coincidence of the goals and objectives of the enterprise of a certain branch with the personal goals of the employee are created.
The purpose of this article is to identify the basics of customer engagement in the context of increased sales of goods at distribution system enterprises.
Results. The article discusses the basics of activating the sale of goods in the distribution system. Certain requirements for interaction with clients in the context of activation of sales of goods are proposed: directions, principles, components. Directions of interaction with clients are formed, which are based on the following stages: preparation of sales, preparation of meeting, coordination of meeting, sale, service and development. Identified external and internal motivators that help ensure the effective activity of employees and the enterprise. The directions of development of the advanced training system have been formed, which will contribute to the professional and intellectual development of the staff, the expansion of his erudition and the circle of communication, creativity and creativity, formation of leadership qualities.
Originality. The process of interaction with customers in the context of activation of sales of goods in the distribution system in this article is considered comprehensively, taking into account the following: the mechanism of merchandising in the context of activation of sales of goods in the distribution system, properties of the distribution system, features of actions of sales staff when applying the method of "active sales", with customers, an organization of work, an effective system of motivation and training.
Conclusion. Thus, on the basis of the stated opinions, we have grounded directions of interaction with customers, determined the peculiarities of actions of sales personnel, formed the system of work organization, identified internal and external factors of material and moral incentives for effective work, formed the main directions of development of the training system in the context of sales activation goods in the distribution system, which will promote both the competitiveness of staff and the competitiveness of enterprises operating in the distribution system.
Article Details
The authors published in this journal agree with following conditions:
1. The authors reserve to themselves the right to the authorship of their works and transfer the right of their first publication to the journal on the terms of Creatіve Common Attrіbutіon Lіcense which allows to freely extend to other persons the published work with an obligatory reference to the authors of the original work and its first publication in this journal.
2. The authors have the right to complete independent additional agreements concerning the not exclusive distribution of their work in the form in which it was published in this journal (for example, to place the work in the electronic storehouse of an establishment or to publish as a monograph component), under the condition of the preservation of the reference to the first publication of the work in this journal.
3. The journal’s policy allows and encourage the authors to place their manuscripts into the Internet (for example, in depositories of establishments or on personal web-sites) either before submitting of the manuscript for publication or during its editorial processing as it assists the occurrence of a productive scientific discussion and positively affects the efficiency and dynamics of citing of the published work.
AGREEMENT
ABOUT TRANSMISSION OF COPYRIGHT
I, the author of the article / We, the authors of the manuscript _______________________________________________________________________
in case of its acceptance for publication, we transfer the following rights to the founders and editorial boards of the scientific publication "BULLETIN OF THE CHERKASY BOHDAN KHMELNYTSKY NATIONAL UNIVERSITY. ECONOMIC SCIENCES. SERIES "ECONOMIC SCIENCES":
1. Publication of this article in Ukrainian (English, Russian, Polish) and distribution of its printed version.
2. Dissemination of the electronic version of the article through any electronic means (placing on the official journal web site, in electronic databases, repositories, etc.).
At the same time we reserve the right without consent of the editorial board and the founders:
1. Use the materials of the article in whole or in part for educational purposes.
2. To use the materials of the article in whole or in part for writing your own theses.
3. Use article materials to prepare abstracts, conference reports, and oral presentations.
4. Post electronic copies of the article (including the final electronic version downloaded from the journal's official website) to:
a. personal web-pecypcax of all authors (web sites, web pages, blogs, etc.);
b. web-pecypcax of the institutions where the authors work (including electronic institutional repositories);
with. non-profit, open-source web-pecypcax (such as arXiv.org).
With this agreement, we also certify that the submitted manuscript meets the following criteria:
1. Does not contain calls for violence, incitement of racial or ethnic enmity, which are disturbing, threatening, shameful, libelous, cruel, indecent, vulgar, etc.
2. Does not infringe the copyrights and intellectual property rights of others or organizations; contains all the references to the cited authors and / or publications envisaged by applicable copyright law, as well as the results and facts used in the article by other authors or organizations.
3. It has not been previously published in other publishers and has not been published in other publications.
4. Does not include materials that are not subject to publication in the open press, in accordance with applicable law.
____________________ ___________________
First name, Last name, signature of the author
"___" __________ 20__
References
Apopium V.V., Mishchuk I.P., Rebitsky V.M. [and others] (2009). Trade organization: a textbook. The 3 types. Kyiv, 632 (in Ukr.).
Lebedeva S.N., Snitkova N.A., Gavrilov A.V. (2007). Economics of Trade Enterprise: Textbook. 5th ed. Minck: New Edition, 240.
Lozynsky V.T. (2011). Active sales practices as a tool for improving the efficiency of domestic trade. Bulletin of the Lviv Commercial Academy. The series is economical, 34, 261–268.
Misnikova L.V., Snitkova N.A. (2010). Organization of labor in trade: textbook. Minsk: Grevtsov Publishing House. 184 (in Blr.).
Balabanova L.V., Balabanitsy A.V. Marketing audit of the sales system: study. Kyiv: Professional, 224 (in Ukr.).
Kostyshina T.A. (2008). Competitive pay system: problems of theory and practice: monograph. Poltava: RVC START-UP, 389 (in Ukr.).
Onishchenko I.M. (2016). Improve data processing and storage methods with Big Data and Map Reduce tools. Economic and mathematical modeling of socio-economic systems: Coll. Sciences, 21, P. 5–21 (in Ukr.).
Smith A. A. (1978). Study of the Nature and Causes of the Wealth of Nations. Mockva: Progress, 494. (in Ros.).
Matrusova T.N. (1992). Japan: material incentives in firms. Moskva: Nauka, 78 (in Rus).
Tarasenko A.S. (1997). Labor cost - the basis of the formation of wages in market conditions. Labor and Law, 2, 104–108.
Danylyshyn B., Kutsenko V. (2004). The market of educational services: basic tendencies and ways of modernization. Ukraine: aspects of work, 1, 28-34.