Features of Sales Management in Agricultural Enterprises

Abstract

Purpose: The sales policy of agricultural enterprises in the foreign and domestic markets can only be successful when the quality of products sold is constantly improved, its range is updated, marketing departments of enterprises are constantly working to establish cooperative relations with processing enterprises and export positions will improve. The objective is to characterize the management of sales activities of agricultural enterprises and the search for ways to improve it. Design / Methodology / Approach: To achieve this goal of the study, such methods of cognition were used as: comparison; Generalization; analysis and synthesis. Also, for a comprehensive and comprehensive study of the features of sales management of agricultural enterprises, the following interdisciplinary and special methods were applied: monographic; abstract-logical. The application of a systematic approach in the study was due to the need to consider the management of agricultural enterprises as a system. We also applied methods: historical-logical method; statistical method. Findings: Considering the peculiarities of sales management of agricultural enterprises, we conducted a thorough analysis of the current state of sales management and outlined prospects for its improvement. It is proved that a significant role in helping primary producers to obtain favorable prices for their products has cooperation with enterprises of both one industry and processing enterprises. Having considered the commodity structure of exports and imports of the main types of crop production and products of its processing, it can be stated that the export potential of our country tends to increase. Analysis of import items of crop processing products makes it possible to conclude that the need for such products in the domestic market of Ukraine is only growing. It is emphasized that the export of processed products or finished products brings much more profit than the sale of raw materials. It is substantiated that in order to improve the management of sales activity of agrarian enterprises, it is necessary at each enterprise to develop a marketing concept, form a marketing system and minimize marketing risks. Timely response of specialists of the marketing department of enterprises to modern market challenges can be a decisive moment for the successful promotion of an enterprise in a particular business. Originality / Value: The necessity to consider management of sales policy of agricultural enterprises as a system that will take into account all features of production and marketing of products in agriculture has been proved. Practical Meaning: It is substantiated that cooperation with processing enterprises will ensure satisfaction of the demand of the domestic market with domestic products of appropriate quality. Processed products or finished products have high value added. Further Research: Development of directions for improving the management of sales policy of agricultural enterprises.