Introduction

commercial sales

The determining factor in the functioning of the market is commercial activity. This is an essential condition for a market economy. Potential Opportunities commercial activities with the transition to a market economy, all greater value. Commercial activity, on the one hand, is an area practical activities, within which the following tasks are solved:

Research and forecasting market demand, and identifying consumer needs for goods and trade services;

Study and evaluation of sources of goods receipt (wholesale fairs, commodity exchanges, auctions, resellers and commodity producers);

Search and selection of suppliers of goods;

Organization of economic relations with suppliers of goods, including negotiating, concluding contracts, making commercial settlements, monitoring compliance with contractual obligations, etc.;

Formation product range in warehouses and stores, taking into account consumer demand, inventory management of goods;

Organization of wholesale or retail goods, including the choice of methods and forms of trade and the provision of a certain level of quality of trade services;

On the other hand, it is an independent field of knowledge, a scientific and academic discipline that studies the organization of commercial processes in the sphere of commodity circulation in order to effectively carry out commercial transactions. Modern business practice requires a wide variety of knowledge. It is necessary to be able to study the market situation, interpret and take into account its trends in a timely manner, make commercial decisions, having previously assessed the level of risk. Many serious commercial tasks are associated with the organization of the purchase and sale of goods. To successfully solve them, you need to know the methods that will allow you to choose the right supplier, establish a supply of goods, form a product range, determine which forms of wholesale are more appropriate and which advertising media are best used.

This course work, based on the materials of the Leman Consumer Society, covers all the basic issues that a specialist in commerce should know, in particular, the organization and management of commercial activities in an organization.

Essence, goals and objectives of trade management

Trade management is the process of managing all the main aspects of the operation of a trading enterprise. An important feature of trade management is the complex nature of the formation of all management decisions related to different aspects of the management of the enterprise.

Trade management is considered as a complex system of actions, consisting of the development of interrelated solutions, each of which contributes to the final result of the management of the enterprise.

Trade management offers a variety of approaches to the development of conservative solutions, which involves the development of each solution based on experience.

The main goal of trade management is to ensure high rates of development of labor activity of the enterprise in the future and the possibility of its competitive position in the consumer market. In accordance with this, the goal of trade management is to create conditions that satisfy more complete consumer demand within the selected market segment, ensure sufficient economic growth, and minimize the level of economic risks associated with the activities of the enterprise.

Trade is one of the largest sectors of the economy of any country, both in terms of the volume of activity and the number of personnel employed in it, and the enterprises of this industry are the most massive. The activity of trade enterprises is related to meeting the needs of each person, is influenced by many factors and covers a wide range of organizational, technological, economic and financial issues that require everyday solutions. Management of the multifaceted activities of a trading enterprise is a very complex process and is carried out using a variety of methods of trade management.

Trade management is the process of managing all major aspects of a trading enterprise. It is designed to form the most rational management decisions on the development of a particular trade enterprise, to coordinate various directions its activities and ensure high efficiency of the final results of these activities.

As a complex branch scientific discipline, trade management is only in its infancy. The fundamental principles of trade management have not yet received a comprehensive reflection in modern literature. In this regard, let us consider the essence and main characteristics of this new scientific discipline, which has a high applied value in a market economy.

Trade management based on theory general management enterprise, integrates the techniques and methods of many functional types of management in relation to the specifics of the activities of a trading enterprise. In particular, trade management uses an extensive arsenal of methods production management, innovation management, personnel management, financial management and some other types of functional management that can be used in trade enterprises.

An important feature of trade management is the complex nature of the formation of all management decisions associated with various aspects of the activity of a trading enterprise. All these management decisions are closely interconnected and have a direct or indirect impact on the final efficiency. economic activity trading enterprise. So, a separate management decision aimed at improving the organization or technology of the trading process, no matter how progressive it may seem from the standpoint of innovative management, may not be effective, taking into account the specific conditions of the enterprise's economic activity and cause negative consequences for its financial condition. Therefore, trade management is considered as a complex system of actions, consisting of the development of interdependent management decisions, each of which contributes to the final effectiveness of the economic activity of a trading enterprise.

Although all trade enterprises as economic entities of the same industry have many common characteristics of trade and technological and trade and economic processes, the differences between their specific organizational forms, technologies used and business conditions are very significant, which accordingly affects both the features of the process of managing their activities and on the end results this activity. Trade management is called upon to take into account these differences in the process of developing managerial decisions on all aspects of activity in order to obtain the best results for a given trading enterprise. In this regard, start-up entrepreneurs should be warned - specific management decisions used in the course of their activities by individual even the most efficient trading enterprises cannot be blindly copied by other trading enterprises, as they can lead to negative consequences. Trade management does not teach the use of standard management decisions, but only the algorithm for their effective development in the specific conditions of the enterprise.

Even the most effective management solutions developed and implemented at a particular trading enterprise cannot always be reused at subsequent stages of its activity. First of all, this is due to the high dynamics of factors external environment at the stage of transition to a market economy, and in the first place - with a change in the conjuncture of the consumer market. In addition, the internal conditions for the functioning of a commercial enterprise also change over time, especially at the stages of transition to subsequent stages of its life cycle. Therefore, trade management should be characterized by high dynamism, taking into account changes in environmental factors, resource potential, forms of labor organization and management, financial condition and other parameters of the functioning of a trade enterprise.

Trade management provides for a variety of approaches to the development of specific management decisions in various areas of a trading enterprise. This implies that the preparation of each managerial decision must take into account alternative possibilities of action. If there are alternative projects of management decisions, their choice for implementation should be based on a system of criteria that ensure the achievement of high performance results of a trading enterprise. The system of such criteria is established by the trade enterprise itself.

Trade management should be focused on the strategic goals of the development of a trading enterprise. No matter how profitable these or those projects of management decisions in the current period seem, they should be rejected if they conflict with the mission ( main goal activities) of the enterprise, strategic directions of its development or lead to a decrease in the efficiency of its activities in the prospective period.

Approaches to the formation of the principles and methodological tools of trade management, and hence to its development as a scientific discipline, change significantly at the stage of transition to a market economy. This is primarily due to a radical transformation of the fundamental principles of managing economic processes, significant and very dynamic changes in the situation on the consumer market, a significant downscaling of trading enterprises in the process of their privatization, corporatization, a deepening differentiation of the population's monetary incomes, and expansion of opportunities for a more complete use of foreign experience management of commercial enterprises, accumulated in countries with developed market economies.

Taking into account the main characteristics of trade management, its goals and objectives are formed.

The main goal of trade management is to ensure high rates of development of a trade enterprise in a strategic perspective and increase its competitive position in the consumer market.

Based on this main goal, trade management is called upon to solve the following main tasks.

1. Formation of conditions for the most complete satisfaction of consumer demand for goods within the selected segment of the consumer market. This task is realized by a trade enterprise searching for its market niche in the consumer market; identifying the main parameters of customer demand in this segment of the consumer market; formation of an effective assortment policy aimed at meeting consumer demand for goods; ensuring the sustainability of the range of goods sold by the trading enterprise.

2. Providing a high level trade service. This task is implemented by meeting all the basic requirements of buyers for the level of trade service, the essence of which, taking into account the specifics of a particular segment of the consumer market, is to least cost time and the greatest convenience to acquire the necessary goods in a trading enterprise. These requirements are provided by a whole range of organizational and technological measures, which together form the necessary level of trade services.

3. Ensuring sufficient cost-effectiveness of the implementation of trade-technological and trade-economic processes at the enterprise. This task is realized by ensuring the minimization of labor, material and financial resources on the organization of individual technological processes and operations related to the movement of goods and customer service; for the implementation of individual commercial transactions and commercial activities in general; to perform the functions of managing a commercial enterprise.

4. Maximizing the amount of profit remaining at the disposal of the trading enterprise, and ensuring its effective use. This task is realized by optimizing the volume of the enterprise's turnover; effective management his assets; carrying out a targeted price, depreciation and tax policy; optimizing the ratio of the capitalized and consumed parts of the profit.

5. Minimization of the level of economic risks associated with the activities of a trading enterprise. This task is realized through the effective management of various commercial, financial, investment and other risks associated with the economic activities of trade enterprises. Minimizing the level of business risks ensures predictability financial results activities of the enterprise and the stability of its development.

6. Ensuring constant growth market value trading enterprise. This task is realized, first of all, due to the high investment activity of the enterprise, its ability to effectively accumulate its own financial resources to ensure the growth of assets in all their forms, increase financial stability enterprises. In addition, the increase in the market value of a trading enterprise is influenced by its high business reputation, the marketing positions he has won in the consumer market, the development of the internal technology for carrying out economic activities and management, as well as other so-called "intangible assets" that can bring additional profit to the trading company.

All tasks of trade management are closely interconnected. Thus, the formation of conditions for the most complete satisfaction of customer demand and the provision of a high level of their trade services contribute to the growth of trade, and, accordingly, to maximizing the amount of profit of a trading enterprise. Ensuring the cost-effectiveness of the implementation of trade-technological and trade-economic processes at the enterprise is subordinated to the same goals. In turn, maximizing the amount of profit remaining at the disposal of a trading enterprise, its effective use, as well as minimizing the level of economic risks are the most important conditions for increasing its market value.

At the same time, a number of tasks of trade management are multidirectional. So, for example, a number of measures to ensure a high level of customer service can cause additional costs of labor, material and financial resources, and, accordingly, reduce the amount of profit of the enterprise. In turn, the maximization of the profit of a commercial enterprise is usually accompanied by an increase in the level of economic risks. Therefore, in the process of trade management, individual tasks must be optimized among themselves.

Among entrepreneurs operating in the field of trade, it is widely believed that the priority task and even the main goal of trade management is to maximize the profit remaining at the disposal of the enterprise. Such an opinion should be regarded as highly controversial. The fact is that profit maximization at a particular stage of the activity of a commercial enterprise does not automatically increase its market value. Thus, the received high amount of profit can be completely spent on consumption, as a result of which the trading enterprise will be deprived of the main source of formation of its own financial resources to ensure its development (and the non-developing enterprise loses its competitive position in the consumer market in the future, which leads to a decrease in its market value). In addition, a high amount of profit of a trading enterprise can be achieved with a high level of economic risks and the threat of bankruptcy in the subsequent period, which can also lead to a decrease in its market value and competitive position in the consumer market. Therefore, in market conditions maximizing the amount of profit remaining at the disposal of a trade enterprise can act as an important, but not a priority task of trade management, and even more so not as its main goal.

Effective trade management, fully realizing its main goal and objectives, allows us to provide a high level of customer service, the necessary pace economic development trading enterprise in a strategic perspective, strengthening its financial condition and growth of market value, formation competitive advantage trade enterprise in the consumer market.

Liman Software serves customers in the local market satisfactorily and is respected and trusted by customers. In many ways, this is facilitated by many years of experience in trade, which, however, does not exclude the possibility of increasing its effectiveness.

There is only one way to do nothing and many ways to do something.

Ambrod Bierce (writer, USA)

The essence of management methods, their characteristics

Management – ϶ᴛᴏ creativity based on the application of methods.

Management method- a method associated with the specifics of the impact on the controlled object to achieve the goal.
It is worth noting that the features of the ϶ᴛᴏth impact distinguish management methods from each other (Table 4.1)

We note the fact that in modern conditions there is a transition from predominantly administrative-legal to economic methods of management.

All management methods are aimed at the social need of a person - recognition, respect, self-affirmation.

The highest need will be cognitive - self-expression, ϲʙᴏboda, personal development.

When choosing a management method, it is extremely important to consider:

• the speed of achieving the goal;
• the probability of achieving the goal;
• relationships of subordination;
• the personality of the controlled;
• manager's identity;
• economic independence;
• team climate.

Table 4.1

– a set of management methods and techniques based on the use of economic laws, interests and a system of interrelated economic indicators, norms and standards.

Economic methods are in keeping with the socio-economic nature of the enterprise and will be a means of developing production and exchange on a market basis.

The priority of economic methods in market conditions is explained by the fact that management relations are determined primarily by economic relations and ultimately lead to the management of interests through interests and through interests.

A distinctive feature of the current stage of development of economic methods of management is their focus on encouraging the activities of the enterprise, depending on its efficiency, saving resources (Table 4.2)

Table 4.2

The economic standards for the functioning of an enterprise include:

• share of competitive products in specific markets;
• profitability rates for specific types of products;
• turnover of working capital;
• labor productivity;
• return on investment;
• capital-labor ratio;
• proportion of key workers in total strength working firms;
• the level of automation of production and management, etc.

These standards should be developed based on the results marketing research, analysis and forecasting of the most important indicators of quality and resource intensity of the products of the enterprise and competitors, the organizational and technical level of production. Economic standards are included in the business plan and fall into the functional subsystem of the management system.

Below are some economic management methods used in the enterprise.

Commercial calculation

Commercial calculation synthesizes both management functions and economic levers, tools, and is aimed at comparing costs and results, ensuring the profitability of production.

Commercial calculation is associated with the goals of the enterprise in the field of:

• distribution of investments;
• location of production;
• technology development;
• personnel policy;
• ensuring profitability and sales;
• financing and lending;
• capital structures, etc.

As part of the commercial calculation, due to the provision of operational independence to individual divisions, an intra-company calculation has arisen and is developing - a system of relationships within the enterprise (Table 4.3)

Table 4.3

Economic relations between individual divisions are built on the basis of transfer prices, which reflect the transfer of the product within the boundaries of the enterprise's ownership. In this case, the product will be a commodity only in form, without being one in essence. It must be remembered that such prices are set within the framework of the pricing policy pursued by management. Relations within the intracompany calculation are based on minimizing costs at all intermediate stages of the production of the final product. Legal relations between departments determine responsibility for the quality and quantity of products, delivery time.

Unlike economic calculation, which is aimed at fulfilling the plan, even if it was achieved at no less cost, commercial calculation implies the obligatory receipt of profit and a level of profitability sufficient to continue managing. Material published on http: // site
Otherwise, the enterprise goes bankrupt and is subject to liquidation as inefficient.

Pricing and Pricing

The central place among the levers of the economic mechanism of the enterprise belongs to prices and pricing.

We note the fact that in modern conditions the most common pricing method is based on the principle of "full costs", which involves setting the price level taking into account production costs plus the target rate of return.

Feature of the method: the value of costs is calculated not for the actual volume of production in a given period, but for a given volume of production, calculated at a standard or average load level production capacity(70 - 80%), taking into account the necessary renewal of products and the possibility of new competitors appearing in the industry. So the company takes into account fluctuations in market demand.

It is necessary to know the price structure, which will make it possible to judge the real economic results of the enterprise as a whole and its individual divisions, the competitiveness of products and the stability of the profits.

Financing

Do not forget that the most important instrument of financial policy is to provide all departments with the necessary financial resources.

The formation of financial resources occurs due to:

• own and equivalent funds (profit, depreciation, proceeds from the sale of retired property);
• mobilization in the financial market of funds (sale valuable papers, credit investments);
• funds received in the order of redistribution (insurance compensation, dividends and interest on securities of other issuers, budget subsidies, etc.)

Lending

With the reform of the banking system, the development of a network of commercial banks, the redistribution of credit resources through the credit market plays an increasing role, in connection with which credit redistribution is increasingly decentralized.

With the development of the stock market, the role of credit as a source of increase own funds enterprises is expanding: the formation of income is carried out, among other sources, at the expense of interest on deposits, income from shares, bonds and other securities.

Credit contributes to the improvement of the consumer market.

Tax system

Russian enterprises pay different types taxes, some of them at the expense of gross income, others - directly from profits.

There is a sequence of payments established by law: first, indirect taxes (property tax, excises) are paid from income; then - all property taxes (on the property of the enterprise, land, transport, etc.) and duties and, finally, other taxes, the main one among which will be income tax.

Insurance

Insurance covers the sphere of redistributive relations.

Insurance functions:

• risky;
• warning;
• savings;
• control.

Types of insurance differ depending on the object of insurance (Table 4.4)

Table 4.4

Marketing

Marketing is a tool aimed at studying and taking into account the demand and requirements of the market for a more reasonable orientation of the production activities of enterprises towards the production of competitive products in predetermined volumes that meet certain technical and economic characteristics. Thus, marketing is a tool for regulating production and marketing, and hence market relations. The meaning of the action of the ϶ᴛᴏth mechanism: the consumer dictates the conditions on the market, the requirements for a particular product in terms of quantity and quality, and the manufacturer adapts to them, but not passively, but actively, by forming, in turn, certain needs.

Administrative and legal methods of management

Administrative and legal methods of management – a set of means of legal (legal and administrative) influence on people's relations in the production process.

In the conditions of market relations, these methods play an auxiliary role.

Administrative and legal methods are based on the following systems:

• system of legislative acts of the country and region - federal (state) laws, decrees, resolutions, state standards, regulations, instructions, methods and other documents approved federal authorities for mandatory use throughout the country. The global goal of the ϶ᴛᴏ system is to improve the quality of life of the population;
• a system of regulatory, directive and methodological documents of the enterprise and a higher organization that are mandatory for use. They include: standards, methods, regulations, instructions and similar documents of long-term use, as well as orders, orders, instructions approved by the management of the enterprise (higher organization) and valid only at the enterprise. Mandatory attributes of normative and directive documents - the purpose of the document, the basis for development, the place of this purpose, references to scientific approaches and principles that must be observed when goal solving, consumer of information, norms and rules for their use, possible range of performers, requirements for the quality of work, saving resources, sanctions, sources of information;
• a system of plans, programs, tasks, since their failure can disrupt the stability of the work of the entire team;
• operational management system (authority) This system includes:
• orders: the head, orally or in writing, indicates to the subordinate what he should (should not) do under certain conditions;
• promotion: a way of exercising power, when the emphasis is shifted from direct indications to initiatives, in which the leader is active. Orders and punishments can only be used as a last resort;
• delegation of authority: the employee is entrusted with the independent solution of the problem and is assigned functional responsibility. The manager retains responsibility for general management, which cannot be delegated;
• participation in management: the manager involves employees in solving current issues, giving them all the necessary powers and assigning responsibility to them. It is advisable to use where people are able and willing to work independently.

Administrative and legal methods of management are:

• organizational impact (regulation and regulation);
• administrative influence;
• organizational and administrative influence.

The general scheme for the implementation of administrative and legal methods of management is shown in fig. 4.2.

Figure No. 4.2

Administrative impact determined by the amount of authority with which the leader is vested. The transfer of part of the authority to subordinates is a way to strengthen the power of the manager (Fig. 4.3)

Figure No. 4.3. Effective delegation of authority

Figure No. 4.4. Characteristics of organizational impact

Goals of administrative influence:

• regulation of the boundaries of the activities of employees subordinate to the head;
• setting tasks for performers;
• control over the execution of tasks.

The effectiveness of organizational impact depends on the clarity of the drafting job descriptions, the correctness of the established norms and standards (Fig. 4.4)

Effectiveness administrative influence depends on the degree of completeness and ϲʙᴏ timeliness of information about the control object (Fig. 4.5)

Figure No. 4.5. Characteristics of the administrative impact

Figure No. 4.6. Characteristics of organizational and administrative impact

Organizational and distributional influence plays a special role (Fig. 4.6)

Thus, administrative and legal methods directly affect the scope of management, determining its immediate tasks and deadlines, giving an unambiguous solution to situations, taking the form of instructions and orders that are mandatory for implementation.

Socio-psychological methods of management

The success of any business is determined by how actively and consciously people participate in it. That is why socio-psychological methods of management aimed at managing socio-psychological processes in the team to achieve the set goal, while maintaining the health of employees and a favorable moral and psychological climate in the team, compliance with the law and the requirements of regulations (Tab. 4.5)

The use of socio-psychological methods of management is based on social relations that arise in the production process and affect the final result of the enterprise.

It is known from sociological research that production teams successfully solve problems if there is a favorable "social climate" between team members, between leaders and the team.

The experience of foreign countries shows that partnership relations are more effective than relations based on administrative coercion. Wealth inequality can be anything, but at work, all employees must feel like partners.

The growth of social contradictions becomes an obstacle to the growth of labor productivity and living standards.

Sociological methods of management are diverse (Fig. 4.7)

Mandatory conditions for creating a favorable social climate will be voluntariness, equality, responsibility, self-restraint and mutual concessions both between managers and the team, and within the work team.

Table 4.5

Figure No. 4.7. Sociological methods of management

Sources of sociological information:

• statistical documentation;
• statistical reference books;
• collective discussion of problems;
• observation;
• questioning;
• interview.

Management relations act as psychological relationships between people. Management of psychological processes involves taking into account the psychology of the team, manager, management, relationships between people.

Studies show that the result of production is largely predetermined by the selection of personnel, the impact on the psyche of the employee in order to increase labor productivity, the formation of a "new" employee.

Psychological management methods are presented in fig. 4.8.

Figure No. 4.8. Psychological methods of management

Socio-psychological methods are aimed at solving the following problems:

• increasing the production and creative activity of members of the labor collective;
• formation of a favorable socio-psychological climate;
• effective use of various forms of moral encouragement;
• impact on the group self-consciousness of the collective.

Situations for discussion

1. It is necessary to develop measures to stabilize personnel at the enterprise. What management methods to use? Define activities.

2. An experiment was set up at one enterprise. A month later, the results were as follows: the machine was always in order, the worker began to help friends in the team, his shift output increased by 15%. Describe the essence of the experiment. What measures can be taken to achieve the described result?

3. When addressing the issues of professional development of personnel, is it advisable to train them abroad? Is it necessary to invite managers from abroad to work at Russian enterprises?

Commodity test, for students of humanitarian specialties studying the discipline "Commodity Management", on the topic: "Basic concepts, objects and methods commodity management". Correct answers are marked with a "+" symbol.

1. The subject of commodity management is.

• +a) consumer value of goods;
• -b) features and classifications of goods;
• -c) the quantity and technology of production of goods;

2. The first stage in the development of commodity management is called.

• -a) commodity-technological;
• +b) product-descriptive;
• -c) commodity-forming.

3. The product is.

• +a) the product of a material activity created for sale;
• -b) everything that is subject to mandatory certification;
• +c) a means by which a particular need can be satisfied.

4. The object of commodity management is.

• +a) goods;
• -b) services;
• -c) the life cycle of goods.

5. The product has properties.

• +a) use value and value;
• -b) anthropometric properties;
• -c) economic properties.

6. Consumer cost is.

• + a) the ability of a thing to satisfy any human need;
• +b) material property, labor embodied in the commodity;
• -c) commodity price basis.

7. The cost of goods is.

• +a) embodied in a commodity social labor manufacturers;
• -b) the ability of goods to meet social needs;
• -c) a reflection of the ability of the goods to perform their essential functions.

8.Consumer value depending on the nature of consumption may be.

• +a) individual and public;
• -b) single and complex;
• -c) generalized and complex;

9. Individual is called the use value of products of labor -

• -a) produced for sale;
• +b) produced for personal consumption;
• -c) produced for profit;

10. The individual use value of the products of labor is formed.

• + a) the natural properties of the products of labor;
• +b) consumer properties of goods;
• -c) quality indicators.

11. Goods have social use value -

• -a) intended for mandatory certification;
• +b) created to satisfy public consumers, for sale;
• -c) released on new technologies.

12. Social use value can be.

• + a) unified and collectively public;
• -b) single and complex;
• -c) singular and plural.

13. A single social use value is inherent.

• -a) a unit of goods of a certain assortment;
• -b) a unit of goods of a certain type, which is confirmed by mandatory certification;
• + c) a unit of a certain type of product, it satisfies the needs of one person or family, is determined by the properties of this product and has a qualitative certainty.

14. The total social use value satisfies.

• + a) the needs of a specific contingent of people or the whole society;
• -b) the needs of a specific group of consumers;
• -c) the needs of a particular person.

15. Goods have four fundamental characteristics.

• + a) assortment, quality, quantity, cost;
• -b) assortment, qualitative, quantitative, economic;
• -c) assortment, quantitative, competitive, economic;

16. Commodity characteristics are called characteristics.

• + a) assortment, qualitative, quantitative;
• -b) assortment, quality, cost;
• -c) assortment, quality, cost;

17. Products become a commodity -

• -a) due to consumer properties;
• -b) after the continuation of the certification procedure;
• +c) after the acquisition of commodity characteristics;

18. It belongs to modern problems of commodity science.

• +a) identification and falsification;
• -b) identification and certification;
• -c) identification and standardization.

19. "Eternal" problems of commodity management -

• -a) identification and study of the general patterns of formation and manifestation of the use value of goods on present stage development of society;
• +b) the study of new products and new consumer properties of already known products, taking into account the latest achievements in commodity science and related sciences;
• -c) determination of the nomenclature of consumer properties and quality indicators of goods.

20. Commodity science is based on data.

• -a) physics, philosophy, mathematics;
• -b) physics, philosophy, history;
• +c) physics, chemistry, biology.

21. The source of filling the market with goods are.

• +a) domestic industrial and agricultural production,

import of goods;

• +b) import of goods from Turkey, China;
• -c) import of goods, updating the range of goods.

22. Given the current situation in the Russian consumer market, they are becoming important.

• + a) rational management of the assortment, commodity flows, ensuring the quality of goods and quantity at different stages of commodity circulation;
• -b) determination of the nomenclature of consumer properties and quality indicators of goods;
• -c) mandatory certification of goods.

23. Assortment characteristic of goods is.

• + a) a set of distinctive specific properties and characteristics of goods that determine their functional and / or social purpose;

24. The qualitative characteristics of goods is.

• +b) a set of intraspecific consumer properties that have the ability to satisfy a variety of needs;
• -c) a set of certain intraspecific properties expressed in terms of physical quantities and units of their measurement.

25. The quantitative characteristic of goods is.

• -a) a set of distinctive specific properties and characteristics of goods that determine their functional and / or social purpose;
• -b) a set of intraspecific consumer properties that have the ability to satisfy a variety of needs;
• + c) a set of certain intraspecific properties expressed in terms of physical quantities and units of their measurement.

26. The value of goods is the subject of study.

• -a) merchandising;
• +b) economics;
• -c) commerce.

27. Exchange value characterizes.

• + a) a commodity in terms of its exchange as things for other things in appropriate definite proportions.
• -b) the usefulness of the product, its ability to satisfy certain human needs
• -c) the cost of raw materials, means of production.

1.1 The purpose of mastering the discipline

The purpose of studying the discipline- the development by students of theoretical and practical knowledge and the acquisition of skills and abilities in the field of commodity management and examination of products of plant origin.

The educational objectives of the discipline include:

Study: the state of the domestic market food products vegetable origin. Rules for the purchase, supply of goods and fulfillment of contractual obligations. Principles of commodity management and marketing in the procurement, sale and movement of goods of plant origin. Classification of food products of plant origin, characteristics of the assortment and its identification features. Requirements for indicators of quality and safety of products of plant origin, established in domestic and international standards. Packaging, labeling, conditions of transportation, storage and sale of food products of plant origin. Methods for sampling products for research. Standard organoleptic and laboratory methods for the examination and evaluation of quality and safety indicators of goods in this group. Types and reasons for the occurrence of commodity losses of plant products and the procedure for their write-off.

Mastering practical skills and abilities:use of regulatory documentation, identification of authenticity, species and varietal affiliation of goods according to the content of shipping documents. Work with commodity-accompanying documents, registration of primary documentation for accounting of trade operations, inventory of inventory items. Sampling products for research. Examination of these goods using standard organoleptic and laboratory methods. Identification of defects and falsifications of these goods. Identification of non-compliance of labeling with requirements normative documents. Based on the results of the examination of goods, substantiation of their commodity evaluation and determination of ways to use them.

1.2 The place of discipline in the structure of the EP OP VO

The academic discipline "Commodity management and examination of products of plant origin" is included in the compulsory disciplines - the variable part of the basic disciplines B1.V.OD.3. It is based on the knowledge of such academic disciplines as: "Commodity management", "Standardization, conformity assessment and metrology", « Technology of storage and transportation of food products, « Management decision-making methods”, « Examination of food products,"Management", " Organization and technology of trading processes”, « commodity science homogeneous groups food products", « Theoretical foundations of commodity science and expertise.

1.3 Sections of the academic discipline and interdisciplinary links with the supporting (previous) academic disciplines (modules)

The academic discipline "Commodity management and examination of products of plant origin" provides interdisciplinary links with such academic disciplines as:"Quality management", "Physical and chemical research methods", "Category management", "Identification and detection of falsification of food products", "Sensory analysis", "Commodity management and examination of dairy baby food", "Commodity management and examination of children's fruit purees and juices”, “Commodity management and examination of food concentrates”, “Commodity management and examination of subtropical and tropical fruits”, “Commodity management and examination of seafood”.

1.4 Requirements for the results of mastering the content of the discipline

As a result of mastering the discipline, students should form the following general cultural and (or) professional competencies:

1.5 Forms of control

Knowledge control is carried out in the form of current and intermediate and final certification.

Current certification - assessment of students' knowledge and skills - is carried out constantly at laboratory and practical classes using current surveys on topics covered, written or oral homework, assessment of students' independent work, including the preparation of reports, abstracts, as well as at the credit session in the form of intermediate testing on separate sections of the discipline.

Intermediate attestation of a student is carried out in the form of: test (in the form of an interview), assessment of the quality of performance term paper.

The final certification is carried out in the form of a test with an assessment (orally or in the form of testing, including computer).

1.6 Point-rating system of assessment by discipline

In the final assessment of the results of studying the discipline "Commodity management and examination of products of plant origin", a point-rating assessment is used, the principles of its formation are given in table 1.

Penalty points: regular lateness - "-0.5"; unsatisfactory assessment in surveys - "-1"; delivery of term paper not in deadlines- "-10".

The final assessment of the student's work using a point-rating system is formed as follows:

Translation of the sum of points: a student who scores 60 points receives - a test in the discipline, 60 - 70 points - "satisfactory", 71 - 85 points - "good", 86 - 100 points - "excellent".

2.1 Thematic plan for studying the discipline

Distribution of study load by semesters

2.2 The content of the sections of the discipline

Table continuation

Table continuation

Table continuation

Table continuation

Table continuation

2.3 Lecture course

Table continuation

2.4 Labs

Table continuation

Table continuation

2.5 Independent work of students

Note: * - at the choice of the student: abstract, report, abstract, presentation, etc.

2.6 R&D of students

When studying the discipline, the use of the following types research work of students (SRRS):

1. Scientific abstract
2. Presentations with a report at scientific student conferences
3. Participation in scientific student conferences without a report (poster presentation)
4. Publication in collections of student scientific papers

2.7 Evaluation tools for ongoing monitoring of progress, intermediate certification

For the current monitoring of progress within the discipline "Commodity management and examination of products of plant origin" oral and written work, test tasks, practical, creative tasks are used. The final control is carried out by passing a test (semester 6), a test with an assessment (semester 7).

All evaluation tools are presented in the teaching materials of the discipline.

3. EDUCATIONAL AND METHODOLOGICAL, INFORMATION AND MATERIAL AND TECHNICAL SUPPORT OF THE DISCIPLINE

3.1 Main literature

1. Berezina, VV Commodity research and examination of the quality of fruits and vegetables and mushrooms. Laboratory workshop [Electronic resource]: textbook. allowance / VV Berezina. - Moscow: Dashkov i K, 2015. - 200 p. - Access mode:http://e.lanbook.com/books/element.php?pl1_id=70587
2. Matveeva, T. V. Flour confectionery products for functional purposes. Scientific bases, technologies, recipes [Electronic resource]: textbook. allowance / T. V. Matveeva, S. Ya. Koryachkina. - St. Petersburg: GIORD, 2016. - 360 p. - Access mode:http://e.lanbook.com/books/element.php?pl1_id=69879 ; (date of access: 04/05/2016).
3. Technology of confectionery products. Workshop [Electronic resource]: textbook. allowance / A. Ya. Oleinikova, G. O. Magomedov, I. V. Plotnikova [and others]. - St. Petersburg: GIORD, 2015. - 600 p. - Access mode:http://e.lanbook.com/books/element.php?pl1_id=69872 ; (date of access: 04/05/2016).
4. Examination of products of processing fruits and vegetables. Quality and safety [Electronic resource]: textbook. allowance / V. M. Poznyakovsky, I. E. Tsapalova, L. A. Mayurnikova, E. N. Stepanova. - Novosibirsk: Siberian University Publishing House, 2009. - 336 p. - Access mode:http://biblioclub.ru/index.php?page=book&id=57565 ; (date of access: 04/05/2016).

3.2 Further reading

1. Ganiev, M.M. Pests of grain and grain products during storage: textbook. allowance / M. M. Ganiev, V. D. Nedorezkov. - Moscow: KolosS, 2009. - 208 p.
2. Eliseeva, L. G. Commodity research and expertise of fruit and vegetable processing products [Electronic resource]: textbook / L. G. Eliseeva, T. N. Ivanova, O. V. Evdokimova. - Moscow: Dashkov i K, 2016. - 374 p. - Access mode:http://e.lanbook.com/books/element.php?pl1_id=72412 ; date of access: 04/05/2016).
3. Kazhaeva, O.I. Commodity science and expertise of food products [Electronic resource]: textbook. allowance / O. I. Kazhaeva, L. A. Manikhina. – Orenburg: Orenburg State University, 2014. - 211 p. - Access mode:http://biblioclub.ru/index.php?page=book&id=258801 ; (date of access: 04/05/2016).
4. Kolobov, S. V. Commodity science and examination of fruits and vegetables [Electronic resource]: textbook. allowance / S. V. Kolobov, V. K. Pambukhchiyants. - Moscow: Dashkov i K, 2014. - 397 p. - Access mode:http://e.lanbook.com/books/element.php?pl1_id=56316 ; (date of access: 04/05/2016).
5. Koryachkina, S. Ya. Functional food ingredients and additives for bakery and confectionery products [Electronic resource] / S. Ya. Koryachkina, TV Matveeva. - St. Petersburg: Giord, 2013. - 528 p. - Access mode:http://biblioclub.ru/index.php?page=book&id=270492 ; (date of access: 04/05/2016).
6. Kulikova, N. R. Commodity research and examination of tea and coffee: textbook. allowance / N. R. Kulikova. - Moscow: Dashkov and Co., 2011. - 168 p.
7. Mikulovich, L. S. Commodity science and examination of grain and flour products [Electronic resource]: textbook. allowance / L. S. Mikulovich, D. P. Lisovskaya. - Minsk: Higher School, 2009. - 480 p. - Access mode:http://biblioclub.ru/index.php?page=book&id=235713 ; (date of access: 04/05/2016).
8. Pashuk, Z. N. Technology of production of bakery products [Electronic resource]: reference book / Z. N. Pashuk, T. K. Apet, I. I. Apet. - St. Petersburg: GIORD, 2011. - 397 p. - Access mode:http://e.lanbook.com/books/element.php?pl1_id=4901 ; (date of access: 04/05/2016).
9. Technology of soft drinks [Electronic resource]: a textbook for universities / L. A. Oganesyants, A. L. Panasyuk, M. V. Gernet [and others]. - St. Petersburg: Giord, 2012. - 340 p. - Access mode:http://biblioclub.ru/index.php?page=book&id=134038 ; (date of access: 04/05/2016).
10. Technology of confectionery products. Technological calculations [Electronic resource]: textbook. allowance / A. Ya. Oleinikova, G. O. Magomedov, I. V. Plotnikova [and others]. - St. Petersburg: GIORD, 2015. - 296 p. - Access mode:http://e.lanbook.com/books/element.php?pl1_id=69873 ; (date of access: 04/05/2016).
11. Technology of flour culinary products [Electronic resource]: textbook. allowance / N. S. Rodionova, A. A. Derkanosova, S. N. Tefikova [and others]. - Voronezh: Voronezh State University of Engineering Technologies, 2014. - 220 p. - Access mode:http://biblioclub.ru/index.php?page=book&id=336060 ; (date of access: 04/05/2016).
12. Commodity science and expertise of food products [Electronic resource]: textbook. allowance / S. I. Balaeva, I. Sh. Dzakhmisheva, M. V. Blieva [and others]. - 3rd ed. - Moscow: "Dashkov and Co", 2012. - 552 p. - Access mode:http://biblioclub.ru/index.php?page=book&id=112206 ; (date of access: 04/05/2016).
13. Commodity science of homogeneous groups of food products [Electronic resource]: textbook / L. G. Eliseeva, T. G. Rodina, A. V. Ryzhakova [and others]. - Moscow: "Dashkov and Co", 2014. - 930 p. - Access mode:http://biblioclub.ru/index.php?page=book&id=426460 ; (date of access: 04/05/2016).
14. Beverage review. Quality and safety [Electronic resource] / ed. V. M. Pozdnyakovsky. - Novosibirsk: Siberian University Publishing House, 2007. - 408 p. - Access mode: http://elibrary.ru/
15. All-Russian classifier of standards [Electronic resource] // Complexdoc: base of normative technical documentation. – 2014. − Access mode: http://www.complexdoc.ru/norms/oks/ ; (date of access: 21.10.2015).
16. Rosselkhoznadzor ( federal Service on Veterinary and Phytosanitary Surveillance) [Electronic resource]: official. website. – 2007-2015.− Access mode: http://www.fsvps.ru/fsvps ; (date of access: 21.10.2015).
17. Codex Alimentarius. International food standards [Electronic resource]: site. - Access mode:http://www.fao.org/fao-who-codexalimentarius/codex-home/en/ ; (date of access: 24.03.2016).

3.4 Software

1. Controlling computer programiTest for the final control of students' knowledge (testing);

2. Information and reference system "KODEKS".

3.5 Logistics of discipline

When teaching the discipline are used:

Library Fund of FGBOU HE South Ural State Agrarian University;

Computer class with Internet access;

Video class (2 TVs, DVD player);

Multimedia equipment for reading lectures and presentations;

devices and laboratory equipment:

RN-meters laboratory;

Milk analyzer "Laktan";

Change number

date of

Sections with changes

List and content of the corrected sections of the work program

WORK PROGRAM REAPPROVAL SHEET

Working programm discipline "Commodity management and examination of products of plant origin":

approved for the 20___/___ school year. Minutes No. ___ of the meeting of the Department of Commodity Research of Food Products and Veterinary and Sanitary Expertise dated "___" _____________ 20___

Lead teacher _________________

Head department __________________________

approved for the 20___/___ school year. Minutes No. ___ of the meeting of the Department of Commodity Research of Food Products and Veterinary and Sanitary Expertise dated "___" _____________ 20___

Lead teacher _________________

Head department __________________________

approved for the 20___/___ school year. Minutes No. ___ of the meeting of the Department of Commodity Science of Food Products and Veterinary and Sanitary Expertise dated "___" __________20___

Lead teacher _________________

Head department __________________________

approved for the 20___/___ school year. Minutes No. ___ of the meeting of the Department of Commodity Research of Food Products and Veterinary and Sanitary Expertise dated "___" _____________ 20___

Lead teacher _________________

Head department __________________________

2. Features of inventory management in a wholesale trade enterprise 6

1. Product management: concept, essence, content.

1.1 Basic concepts of commodity management.

Management - translated from in English, means control. Management is the organization of influences aimed at achieving goals. Management - sphere human activity and the corresponding field of knowledge, which includes, as a mandatory element, the management of people, social organizations or structures. As a science, management appeared 100 years ago.

In modern literature, there are several interpretations of management:

1) Management - a specific body of a functioning commercial enterprise.

2) Recently, due to competition between enterprises in Western Europe, the United States and Japan and the glut of markets, there have been changes in the style of management leadership. If earlier a successful manager was considered the one who reacts the fastest to changes in the market situation, now he is the one who creates new markets for his enterprise (that is, performs an active function), who changes the market, forms it. The main task of a modern manager is to first make the desired possible, and then real. This is where the definition of management comes in. Management is the activity of creating the profitability of an enterprise based on changing human, material and financial resources.

3) The enterprise is, first of all, people. People are the most important element of the production process. Management is the organization of the work of human employees.

4) Management is an integrative process by which professionally trained professionals form and manage organizations by setting goals and developing ways to achieve them. Disadvantages: the first three definitions reveal the very content of this type of human activity, and in a number of countries they do not talk about the features of management objects. The fourth definition is the most complete, but it does not talk about the features of the economies in which the enterprise operates, so another, more complete definition can be identified.

5) Management - this is the management of business enterprises operating in market conditions, consisting in planning activities, its organization, staff motivation, accounting and analysis, control and operational regulation, explaining the survival of a business enterprise and obtaining the maximum possible profit under these conditions, achieving a high level of profitability.

Abroad, the concept of management is used to refer to:

1) activities related to the management of people;

2) specialists professionally engaged in this activity; 3) units in the organization involved in leadership (administration);

4) a special area of ​​knowledge.

Management is one way to organize joint activities people in conditions market economy. Modern management is a method of leadership that allows the most humane way to direct intellectual and physical forces people to achieve some common goal. This method of leadership ensures the maximum satisfaction of the interests of individual people, provides the opportunity for the fullest use of the abilities and capabilities of each person, helps to realize oneself in work. A distinctive feature of management is that it directs the work of teams towards the maximum satisfaction of social needs. Management contributes to the fact that the activities of any organization satisfy the needs of consumers to the maximum, do no harm to the public and, as far as possible, make a feasible contribution to solving national problems, and recently problems of global importance. characteristic feature management is also focused on continuous improvement, updating, solving not only current, but also future tasks. Management is a way of managing people, which makes it possible for organizations to quickly adapt to changing conditions. As an activity, we can say that management is business management in a market environment.

1.2 Product management functions

Management as a science focuses its efforts on explaining the nature of labor management, establishing links between cause and effect in it, identifying factors and conditions under which joint work becomes more useful and more efficient. In defining management as a science, the importance of streamlining knowledge about management is emphasized. They allow not only to manage current affairs in a timely and high-quality manner, but also to predict the development of events and, in accordance with this, develop an enterprise strategy. Any science consists of 2 subsystems: - organizational; - methodological (concept, accumulated knowledge about patterns).

The concept of management is very general and has a variety of applications. It brings together various principles, roles, activities and functions. At the same time, the dominant use of this term, which is based on the Anglo-American interpretation of this concept, suggests that it has 2 dimensions:

1) management as a functional concept covers the processes and functions that characterize the activities of the company (purchases, production, sales);

2) management as organizational concept characterizes the decision-making subjects, their role and activities (shop worker, foreman)

In general terms, the 1st approach dominates, explaining the tasks of the activity and the ongoing process. The 2nd approach deals with the role of managers at various organizational levels of management.

As a professionally carried out activity, management is a process that consists of individual elements.

The main functions of management are:

1) development and adoption of management decisions;

2) organization of implementation of decisions;

3) accounting and analysis of the implementation of decisions;

4) control over activities and results and regulation;

5) motivation of performers, aimed at increasing interest in the implementation of management decisions.

The main types of division of managerial labor: essence and content

Managerial work is the operations and work performed by administrative and managerial workers.

In control labor collective 3 types of managerial work can be distinguished:

1) heuristic work

2) administrative work

3) operator work.

1) is, first of all, the work of managers and specialists. It most fully reflects the nature of creative mental activity, its psychophysical essence. According to its content, it has 2 types of operations:

a) analytical

b) constructive.

A) consist in obtaining and perceiving the information necessary for making decisions. These include: consideration and study of various documents and literary sources; conducting oral interviews, surveys and direct observations; presentation of the results of the analysis in the relevant documents - certificates, reports, analytical reviews; statement or clarification of the diagnosis of the existing situation.

B) are associated with the preparation and adoption of various kinds of decisions. These operations differ depending on the content, nature and complexity of solutions, as well as on the corresponding methods of their individual and collective search.

2) - a specific type of mental labor, the functional purpose of which is the direct control of the actions and behavior of people in the process of their labor activity. The process of administrative work consists of the following organizational and administrative operations:

a) service and communication (transmission and reception of oral information through telephone conversations, bypassing workplaces, receiving employees and visitors, movement within the enterprise);

b) administrative (bringing decisions to performers by issuing oral instructions, written orders, instructions, setting tasks for performers or approving personal work plans drawn up by them, oral instruction in the process of performing tasks and instructions, compiling and approving written instructions);

c) coordinating (coordination of the work of departments and services by holding meetings and meetings, drawing up a schedule for the implementation of work, indicating the performers and deadlines);

d) control and evaluation (control of the execution of orders, decisions of meetings, plans, tasks, assignments, evaluation of the work of units and performers, incentives and penalties).

3) - this is mainly the work of technical performers to perform stereotypical, repetitive operations necessary for information support production and management processes.

1. Features of inventory management in a wholesale trade enterprise

Commodity stocks are part of the commodity supply, which is a set of commodity mass in the process of its movement from the sphere of production to the consumer.

Commodity stocks are formed at all stages of product distribution: in the warehouses of manufacturing enterprises, on the way, in wholesale and retail warehouses. commodity enterprises. The need for the formation of commodity stocks is due to the following factors:

1) the time required to transport goods from the place of production to the place of sale, including the time for loading and unloading;

2) seasonal fluctuations in the production and consumption of goods;

3) a discrepancy between the production and trade assortment of goods, which necessitates sub-sorting, packaging and underworking;

4) features in the territorial location of production;

5) conditions for the transportation of goods, the distance between the supplier and

trading company;

6) links in the distribution of goods;

7) the possibility of storing goods.

Any product until the moment of sale belongs to the category of commodity stock.

From an economic point of view, this form of existence of goods is static (physically, it can be in motion). This circumstance means that the commodity stock is a momentary value. Commodity stocks change their size - they are gradually involved in the turnover, sold, cease to be stocks. But since commodity stocks are replaced by other consignments of goods, that is, they are regularly renewed, they are a constantly existing value, the size of which varies depending on specific economic conditions. The economic content of the commodity turnover process consists of the processes of circulation of goods, the change of the static form of the stock by the dynamic form of commodity circulation.

Commodity stocks of trading enterprises are classified according to:

1) location (in trade, industry,

2) timing (stocks at the beginning and end of the period);

3) units of measurement: absolute (in value and natural

expression) and relative (in days of turnover);

4) appointment;

5) current storage (to ensure the daily needs of enterprises);

6)seasonal appointment (to ensure uninterrupted trade in

periods of seasonal changes in supply or demand);

7) early delivery (to ensure uninterrupted trade in remote areas in the period between the delivery of goods);

8) targeted commodity stocks (for the implementation of certain targeted activities).

Maintaining the optimal proportion between the value of turnover and the size of commodity stocks is one of the important tasks of trade enterprises. Otherwise, due to a lack of stocks, difficulties arise with the commodity supply of the enterprise's turnover; excess stocks cause additional losses, an increase in the need for loans and an increase in the cost of paying interest on them, an increase in the cost of storing stocks, which together worsens the overall financial condition of trade enterprises .

The purpose of inventory management is to find such a value,

which, on the one hand, minimizes the total costs of their maintaining and, with on the other hand, would be sufficient for successful work enterprises. The first step in the management process is to identify all the costs of bringing in and holding inventory.

2.1 Storage costs.

This broad category of costs includes costs for warehouse equipment and facilities, handling, insurance, as well as costs associated with petty theft, deterioration, obsolescence, depreciation, taxes, and wasted capital costs. Costs of this type generally increase in direct proportion to the average inventory size.

Costs for placing and fulfilling orders. Unlike storage costs, which are directly related to the average size of inventory, the costs of placing and fulfilling orders are, in most cases, fixed. For example, costs such as postage or long-distance telephone calls, equipment set-up, and batch acceptance are generally independent of the size of a single batch.

Losses associated with lack of stock (deficit). When an item runs out of stock, the order for that item either waits to be replenished or must be cancelled. In this case, sometimes it is not possible to achieve a reasonable balance, since it is often impossible to assess

lost profits, the consequences of losing customers and the amount of fines for late performance of the contract. Maximum Desired Headroom determines the level of inventory that is economically feasible in a given inventory management system.

Inventory Threshold is used to determine the time of issuing the next order.

current stock corresponds to the inventory level at any point in time. It can be the same as a maximum desired level, a threshold level, or a safety margin.

Warranty (or insurance) stock designed for continuous supply of consumers in case of unforeseen circumstances.

Goods turnover is one of the indicators of the efficiency of the economic activity of a trading enterprise. The acceleration of the time of circulation of goods is of great importance: it increases economic efficiency Total social production, being at the same time an important condition for increasing profitability trading activities enterprises. A slowdown, on the contrary, indicates a deterioration in its work.

1. Types of inventory management systems

Operational decisions concerning the moment of placement and size of the order are implemented using the selected control system. There are many different types of control systems. They are implemented in conjunction with the demand forecasting block. In table. Figure 1 shows four main types of control systems: fixed and variable quantity ordering combined with a fixed or variable period between orders.

For example, the most common system (Q, R) orders a fixed quantity (Q) when the stock reaches the reorder point (R). When using the S, T rule, an order is placed every T time interval in the amount of the difference between the required set level (S) and the current quantity by the time the order arrives. Effective use any system requires the correct definition of parameters (Q, R, S, T).

Table 1

The main types of inventory management systems

Q - ordering a fixed quantity Q

S - order to stock level S

R - order at the moment of stock level R

T - place an order every T time period.

With variable demand and delivery time, either the Q, R or S, T system can be used.

Using the Optimal Order Quantity (EOQ) parameter, in a Q, R fixed order system, orders are placed when stock levels fall to the reorder point R. The reorder point is calculated as the average demand over the average delivery time plus safety stock.

One of the principles of the formation of the product range at the enterprise wholesale trade is to ensure its sustainability, which is especially important when it comes to goods daily demand. A stable assortment allows us to ensure an uninterrupted and rhythmic supply of retail trade enterprises, which are the main wholesale buyers.

And, finally, one of the important principles of the rational formation of the assortment of goods at a wholesale trade enterprise is to ensure the conditions for its profitable operation, which is especially important in a market economy.

The process of forming an assortment of goods in the warehouses of wholesale enterprises, taking into account the principles discussed above, consists, first of all, in determining the list of main groups and subgroups of goods sold. At the same time, it is necessary to proceed from the possibility of satisfying the requests of wholesale buyers, taking into account their specialization in the trade in relevant goods. If a wholesale enterprise supplies mainly retail trade enterprises with consumer goods, then the assortment formed by it should, first of all, satisfy the requirements of this group of enterprises. An enterprise engaged in the trade of narrow assortment goods must take care of a sufficient depth of assortment within the corresponding groups and names of goods, otherwise it will not be able to contribute to the successful formation of complexes and microcomplexes of goods in the department stores and specialized stores they serve. Therefore, the next stage in the formation of the assortment is to determine the number of varieties of goods sold for each item. It is clear that, while forming the assortment of goods, commercial services must constantly monitor the emergence of new goods on the market and involve them in the turnover. At the same time, they must take measures to exclude obsolete models from their product range, as well as products for which demand has sharply decreased.

The tool by which the regulation of the assortment of goods in the warehouses of wholesale enterprises is carried out is the assortment list. It includes a list of product names corresponding to the established breadth of the assortment, and the minimum required number of varieties of goods that must always be in stock.

Assortment lists are recommended to be developed for a year. If necessary, changes can be made throughout the year. They should provide for a group and intra-group structure, as well as basic (article, model, etc.) and additional (size, fullness, height, etc.) signs of product varieties. The development of assortment lists includes three stages.

At the first stage, a list of assortment items is determined. This takes into account the range of goods that passed through wholesalers in the reporting year, and the range of goods specified in the specifications for contracts for the supply of goods in the coming year.

At the second stage, the number of varieties of each product is calculated according to the main feature, i.e. their quantity is determined for each item of goods received during the year.

At the third, final stage, the number of varieties of each product for an irreducible assortment is determined, including such a quantity that must always be in stock and which can be offered to the buyer at any time.

With the help of the assortment list commercial service wholesale enterprise can exercise systematic control over the completeness and stability of the assortment of goods in warehouses and the supply of wholesale buyers of its target market with them.

Inventory management systems allow you to reduce investment capital, control transportation costs and customer service levels, and provide better inventory control. Even in small businesses, the presence personal computers enables the use of recommended control systems.

The computer system maintains accurate records of each item, applies either the Q or T system, forecasts demand, and generates reports on stock management performance.

List of used literature:

1. Commodity management, study guide

for students in the direction of preparation 100800.62 - Commodity science, Stavropol, 2014;

1. Commodity management: textbook for applied bachelor's degree /

I. M. Lifits, F. A. Zhukova, M. A. Nikolaeva. - M .: Publishing house