ФОРМАЛІЗАЦІЯ МЕТОДИКИ ПРОГНОЗУВАННЯ ЗБУТУ ПРОДУКЦІЇ ПІДПРИЄМСТВ СІЛЬСЬКОГОСПОДАРСЬКОГО МАШИНОБУДУВАННЯ

Abstract

The article is devoted to the study of the problems of the sales organization of agricultural engineering enterprises. The need to develop the growth potential of its volumes and improve the methodology of their forecasting, taking into account the participation of enterprises in integration associations, is considered urgent. The purpose of the study is to substantiate an innovative approach to the formalization of the method of forecasting sales of products of agricultural machinery enterprises. The object of the study is a complex of factors that affect the sales performance of enterprises. Methods used in the research: analysis and synthesis, grouping, economic-mathematical forecasting, statistical research, Delphi. Hypothesis: the use of the developed sales forecasting methodology will allow developing a sales policy that meets the threats of the market environment. Presenting main material. It is proposed to forecast the sales volumes of agricultural machinery enterprises taking into account the elasticity of demand, changes in sales volumes, and the capabilities of consumers. The use of the presented methodology does not negate the possibility of a selective approach in the selection of components for the formation of an individual selection of indicators for determining the sales forecast. Originality and practical significance of the research. The presented method of forecasting sales involves adjusting the forecast indicators for a number of parameters that take into account potential changes in the market and the fact of the joining of enterprises to the contract group and makes it possible to determine realistic, optimistic and pessimistic sales scenarios. Conclusions and prospects for further research. Effective functioning of agricultural engineering enterprises that integrate their efforts requires forecasting of product sales volumes. The developed methodology was supplemented with an implementation algorithm. The development of individual methods of sales forecasting for enterprises of various branches of production is considered promising