CASPIAN JOURNAL
MANAGEMENT AND HIGH TECHNOLOGIES
Analysis of factors affecting retail sales efficiency and management procedures
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Read | Moiseev Boris V., Vetrova Anzhelika A. Analysis of factors affecting retail sales efficiency and management procedures // Caspian journal : management and high technologies. — 2012. — №4. — pp. 118-125. |
Moiseev Boris V. - post-graduate student, Astrakhan State University, 20a Tatishchev St., Astrakhan, 414056, Russian Federation, boris_gigi@mail.ru
Vetrova Anzhelika A. - Ph.D. (Engineering), Astrakhan State University, 20a Tatishchev St., Astrakhan, 414056, Russian Federation, vetrova@aspu.ru
This article examines the dynamics that affect retail sales efficiency and management procedures. Its principal goal is to determine those factors which tend to influence sales and to analyze those aspects over which retailers have some influence. The paper says the factors can be divided into two main groups: internal and external. The latter can be subdivided into the following elements: general market dynamics, seasonal dynamics of sales activities, competitors and legislation. The internal factors, by contrast, include product range, pricing, customers, sale channels, staff, and market activity. Subsequently, the research paper describes several methods for improving sales performance by influencing each of the factors which are likely to have an impact on retailers. Finally, the document notes the retail sectors methods for collecting information and conducting sales analysis.
Key words: level of sales,factors affecting the level of sales,overall market dynamics,seasonal dynamics of sales,activities of competitors,legislation,product range,pricing,customers,sales channels,staff,and market-oriented company activity,