Sales Process Research Articles

INVENTORY MANAGEMENT AS AN EFFICIENCY IMPROVEMENT FACTOR ACTIVITIES OF A TRADE ORGANIZATION

The uninterrupted process of production and sale of products largely depends on the availability of stocks of the enterprise. It is with the help of stocks that the continuity of production and sales is ensured, since they are a link in the process of movement of goods from the manufacturer to the consumer. The art of inventory management is that it is necessary to find a balance between the availability of stocks, on the one hand, and financial costs, on the other hand. Price, assortment, quality are the main indicators of the competitiveness of products. Suppliers have a great influence on the formation of the above-mentioned indicators. Choosing a supplier is one of the important tasks of logistics activities, since the success of the company in providing consumers with the necessary goods and services depends on how well suppliers fulfill their obligations. That is why the issues of inventory management and the right choice of suppliers are very relevant. This article discusses the concepts of inventory management, provides a comparative analysis of existing management systems, develops recommendations for their implementation for various enterprises, justifies the economic feasibility of automation of inventory accounting. The article also provides evaluation methods, including mathematical tools of the system approach, and analyzes the criteria for selecting suppliers.

Aplikasi Administrasi Penjualan Dengan Menggunakan Vb.Net 2022

- The system of selling goods at the cashier still uses a method that is not yet computerized. This is very unfortunate because it does not take advantage of the technological system that is currently growing. Information technology that uses a computerized system in recording sales can be very useful, and in accordance with actual sales data, so there is little possibility of price manipulation and stock availability. This can also be used so that employees are better at processing sales transactions, which are currently only recorded in the register book or a sales ledger, and the stock of goods is recorded manually in the stock book. In addition, there is no proper recording of customer data, so that if the store wants to hold a sales promotion, it is difficult to contact customers. The design of the sales administration application program at Nad House Bakery can help staff who serve as cashiers in recording customer data, data on goods sold to sales transactions. So that sales reports do not need to be made or calculated manually. So besides including time efficiency, it can also be efficient for storage. Sales reports can also produce more precise data because they are stored in the database during the sales process

Real Estate Pictures: The Role of Furniture Preferences in Subjective Valuation

In real estate pictures, home staging, which is the temporary display of high-end furniture, is meant to positively impact the sales process for the involved parties: the broker, the seller and also the buyer. In this article we focus on the impact of home staging on the price aspect in this process. In our experimental design to isolate the effect of furniture on valuation, we show pictures with furniture to one group and those without furniture to the other group. The main task for both groups of students is to estimate the market value of an empty apartment. Additionally, they must state their preferences for furniture in an apartment. On aggregate, we do not find significant differences in market value estimates between the two conditions, which is in line with the recent literature. At subsets based on individually indicated preferences for furniture, we find two main differences: those in the group with lower indicated preferences for furniture do not adjust their value estimates in a second estimation task, where the presence of furniture is changed, while those in the second group adjust their value estimates in the second estimate, where the adjustments are significant with a magnitude of approximately 11% based on their preferred condition. We conclude that if a client indicates a high preference for furniture, then the presented furniture affects his or her perception of the property. Additionally, we monitor the dwell time, which is significantly longer for the furnished condition and is an indication of information reception.

Analysis Of Perfume Seed Inventory Control At PT. Perintis Kiprah Sampono (Case Study Of Aromania Perfumery Karawang)

This study aims to analyze the inventory control of perfume seeds at PT. Pioneer Gait Sampono (case study of aromania perfumery Karawang). The aim is to find out how far the inventory control of aromania perfume seeds has been running effectively and efficiently. The method used in this research is descriptive with a qualitative approach, using a purposive sampling technique. Data collection techniques by conducting observations, interviews and documentation, to test the validity and reliability by using a triangulation process including source triangulation, technical triangulation, and time triangulation. The results of this study indicate that there are constraints on the supply of perfume seeds, where consumer demand is not fulfilled due to empty supplies resulting in lost sales or disruption of the sales process at the company, but with the always better control analysis method used, it can control every good inventory starting from the process. ordering, receiving goods, checking goods, storing goods, the process of releasing goods, the lead time of goods arriving to the safety stock.

The SAP S/4HANA system and digital transformation in organizations

In the midst of technological advances and recurrent cyber attacks that affect the data systems of different organizations, the search for automation and acceleration in a structured way are the triggers for the beginning of the modernization of processes in Information Technology (IT). The SAP system, of German origin, is considered a strong system and has been used by medium and large companies, national and multinational. It has specific characteristics, such as automation and agility for internal processes, use of robots and Artificial Intelligence (AI), all of which is stored in the cloud. A SAP system promotes improvements in customer service, inventory control and purchasing needs, avoids or minimizes product losses, streamlining sales processes, asset management and allowing greater ease in consolidating information, including for administrative, accounting and financial sectors. In this context, SAP S/4HANA, or “SAP Business Suite 4 SAP HANA”, is the newest generation of the set of business solutions; is the most advanced version, created to simplify all transactions between organizations, as well as in their internal processes. As a research methodology, bibliographical research was adopted to answer the following question: how to secure data, optimize internal processes and ensure greater agility and savings for organizations? The objective of the article is to present the concepts inherent to each of the mentioned aspects, and to demonstrate the effectiveness of using the SAP S/4HANA system.

Sistem Informasi E-Commerce Excelsa Coffee Shop Berbasis Web


 Excelsa Coffee Shop is one of the businesses engaged in culinary in the form of a cafe located in Dumai. In the sales process so far at Excelsa Coffee Shop, it is done manually / offline by directly coming to the store. The problem that occurs from the manual system is the absence of sales reports per day or per month, a service system that still relies on a manual system is also not much profitable in sales because it depends on customers who buy directly from the store so that the sales process and results are less efficient. Therefore, a computerized system is needed to help the sales process and record sales results online, namely, E-commerce.E-commerce is an online-based sales system that is used to view and buy products through the website, by first having an account by registering, after having an account customers can check out and make payments via bank transfer or cash on delivery (COD).

Implementation of CV Metha Developing Palembang Goods Ordering System

Abstract
 CV Metha Berkembang is one of the companies engaged in the production and sale of aluminum sills. The sales process on CV Metha Berkembang has not been computerized where orders are made with consumers coming directly to the company's location or being able to call the company's phone number. An uncomputerized ordering process is needed in a company, where the ordering system does not require consumers to come to the place. For this reason, an ordering information system is needed that can make it easier for CV Metha Berkembang to carry out ordering activities. The system development method used is the prototype method, while for modeling the system used, namely flowcharts, data flow diagrams and entity relationship diagrams and conducting functional testing with blackbox testing. The result of this final project is in the form of a Website Application that aims to help the ordering process. This application is useful for the admin department to be able to confirm orders and input sold stock data. With this application, it can help consumers, leaders, managers, and admins in processing order data, sales stock, and total stock of goods.

Smart Contract to Traceability of Food Social Selling

Traditionally, food sustainability has been considered solely in the stage of agricultural production. However, globalization, the expansion of the food production industry, and the emergence of supermarket chains that control the retail food market require specific significant changes in supply chains in the food sector and, therefore, we need to address the economic, social, and environmental impacts of these events. On the other hand, social selling has increased rapidly in recent years, with a further boom, following current events related to the coronavirus disease (COVID-19). This explosion of social sales, where there are usually no control and regulation entities, can bring problems associated with mishandling items. In this paper, we expose how Blockchain technology supports the traceability of social sales by validating the data provided by the chain participants such as digital health passports, production and transport data in the sale process; the proposed solution generates recommendations on product management considering the agreements previously made by the network actors. To evaluate the proposed smart contracts, we use Hyperledger Caliper, obtaining an average throughput of 12.6 transactions per second and an average latency of 0.3 s for the asset update process. We also use a study case to evaluate the proposed project platform’s selling-transport stage using Internet of Things (IoT) sensors.

The revamped European Alternative Fuel Observatory (EAFO): progress so far and new developments ahead

The European Alternative Fuel Observatory (EAFO) is the main, central reference portal for publicly available information on alternative fuels (AF) vehicles and AF infrastructure in the EU, supporting policy-decision making. EAFO oversees the continuous improvement of open data availability, by collecting, verifying and analysis of relevant alternative fuels, vehicles, and infrastructure data to enable the assessment of the European Commission of the actual deployment of infrastructure by the Member States. The move of EAFO to the EC Europa domain in 2022 shows a clear signal to the Member States and to public authorities, about the growing relevance of alternative fuels. Besides the current process of AF vehicle fleet and sales and AF-infrastructure data for road transport, the scope of the portal extends to the maritime section and the development of an AF aviation section and rail.

Interpreting direct sales’ demand forecasts using SHAP values

Paper aims Several concerns regarding the lack of interpretability of machine learning models obstruct the implementation of machine learning projects as part of the demand forecasting process. This paper presents a methodology to support the introduction of machine learning into the forecasting process of a traditional direct sales company by providing explanations for the otherwise obscure results. We also suggest incorporating human knowledge inside the machine learning pipeline as an essential part of capturing the business logic and integrating machine learning into the existing processes. Originality Using explainable machine learning methods on real-life company data demonstrates that machine learning techniques are functional beyond the academy and can be introduced to everyday companies' production. Research method The project used real-world data from a company and followed a traditional machine learning pipeline to collect, preprocess, select and train a machine learning model, to conclude with the explanation of the model results through the implementation of SHAP Main findings The results provided insights regarding the contribution of the features to the forecast. We analyzed individual predictions to understand the behavior of different variables, proving helpful when interpreting complex machine learning models. Implications for theory and practice This study contributes to a discussion about adopting new technology and implementing machine learning models for demand forecasting. The methodology presented in this paper can be used to implement similar projects on interested companies.

TRANSFORMING CONSUMER BEHAVIOR TO NEW PARADIGMS THROUGH DEEP LEARNING APPLICATIONS

Direct-to-consumer (DTC) businesses are gaining popularity as a way to reach a larger number of customers and better suit their needs. Vertical brands are distinguished by their metamorphosis, in which they offer their products straight from the manufacturer to consumers without the use of distribution intermediaries, like in traditional business models. They're obliterating themselves on virtual platforms and undermining their old linear sales processes in the process. In the current scenario, the ability of connectionist models to explain consumer behavior, with a focus on the feed-forward neural network model, should be emphasized, and the possibility of expanding the implications of ANN (Artificial Neural Network) for predicting buying behavior for DTC (direct-to-consumer) brands should be explored. To forecast consumer loyalty as a critical feature of consumer behavior, a variety of neural network models of various complexity are constructed. When compared to the more standard logistic regression approach, neural networks outperform logistic regression in predicting customer loyalty. Utilitarian and Informational Reinforcement factors, both independently determined, are shown to contribute significantly to the explanation of consumer choice. The potential of connectionist models for predicting and explaining consumer behavior is discussed, and future research directions are proposed for investigating the predictive and explanatory capacity of connectionist models, such as neural network models, and their integration into consumer behavior analysis within the theoretical framework.

ОСОБЕННОСТИ УПРАВЛЕНИЯ В2В ПРОДАЖАМИ В СОВРЕМЕННОЙ КОРПОРАТИВНОЙ ПРАКТИКЕ

The article discusses the features of the planning, organizing and conducting B2B sales based on marketing the enterprise products in bulk to other enterprises that later resell products with or without changing their characteristics. It is emphasized that such sales system is a set of actions for the sale of goods and services in the corporate segment. The existing classification of B2B sales is presented: transactional and consulting; dealer, distributor, corporate and retail. There are definitions of the parameters that have the greatest impact on their volumes (industry, product, sales channels). New market trends were studied and such factors as: complication of the specifics of sales, decrease in customer confidence in sellers, increase in the length of the transaction cycle were noted. It is concluded that B2B sales are a more complex product than sales to individuals. The result in them depends on the sellers meeting two conditions – providing customers with high-quality content about the advantages and benefits of the product, as well as improving the efficiency of the entire sales process, which directly depends on the choice of the structure for the sales department, improving the quality of management, the level of professional training of sales managers, the availability of an effective CRM system, the use of effective motivational mechanisms, etc. In this regard, popular sales techniques have been studied (SPIN, solution sale, value-added sale, strategic sale, selling fox). Special attention in the article is paid to the algorithm for building an effective B2B sales management system, which requires individual customization and adaptation of each company. Ideally, such activity should be considered in the context of a separate business process focused on creating key shared values of the seller with customers. The importance of solving such a problem for the corporate business of the 21st century, understanding its significance and further in-depth study with access to specific practice is noted.

TRANSFORMING CONSUMER BEHAVIOR TO NEW PARADIGMS THROUGH DEEP LEARNING APPLICATIONS

Direct-to-consumer (DTC) businesses are gaining popularity as a way to reach a larger number of customers and better suit their needs. Vertical brands are distinguished by their metamorphosis, in which they offer their products straight from the manufacturer to consumers without the use of distribution intermediaries, like in traditional business models. They're obliterating themselves on virtual platforms and undermining their old linear sales processes in the process. In the current scenario, the ability of connectionist models to explain consumer behavior, with a focus on the feed-forward neural network model, should be emphasized, and the possibility of expanding the implications of ANN (Artificial Neural Network) for predicting buying behavior for DTC (direct-to-consumer) brands should be explored. To forecast consumer loyalty as a critical feature of consumer behavior, a variety of neural network models of various complexity are constructed. When compared to the more standard logistic regression approach, neural networks outperform logistic regression in predicting customer loyalty. Utilitarian and Informational Reinforcement factors, both independently determined, are shown to contribute significantly to the explanation of consumer choice. The potential of connectionist models for predicting and explaining consumer behavior is discussed, and future research directions are proposed for investigating the predictive and explanatory capacity of connectionist models, such as neural network models, and their integration into consumer behavior analysis within the theoretical framework.

Application of information technologies in business-analysis of organizations activity under crisis conditions

The article defines the main factors that have a negative influence on economic development of entities at present situation, and outlines the signs of the enterprise crisis state, which make it necessary to use the levers of anti-crisis management. The company’s exit from the crisis state is impossible to provide a well-formed system of crisis management, which provides: timely solution of enterprise problems, stabilization of unstable situation and elimination of negative factors, minimization of losses and lost opportunities of the enterprise, preventive crisis management, in-crisis management, management of crisis exit procedures, management of the enterprise operation and management of the enterprise development. The principles of a well-formed system of anti-crisis management are defined. The essence, functional purpose and algorithm of business analysis of organization activity under crisis conditions are revealed; the main vectors of business analysis development are investigated; the most common variants of classification of software products for business analysis are considered. In recent years in all areas of the world economy, the trend of transition to the era of the fifth scientific and technical revolution based on information technologies and artificial intelligence is clearly observed. That is why the issue of information technologies application in business analysis of organizations’ activity in crisis conditions is extremely important. Anti-crisis management provides management of enterprise architecture, strategic planning and analysis, formation of CRM-system, technical design, planning and implementation of measures ensuring product quality and competitiveness, object management in general and much more. Business analysis is always present in ensuring the effectiveness of the company’s activities. In the scientific literature and in business practice, four fundamentally interrelated types of business analytics are generally distinguished: descriptive, diagnostic, predictive and prescriptive. In business analysis, the following main categories of functions are mandatory: possibility of integration, information representation, data analysis, modelling, forecasting, forming of the map of indicators. In organization’s management the implementation of strategic decisions through categories like unity, coherence and internal consistency, where CRM-system forms effective tools of human resources management, task definition and control, data collection and analysis, support of all stages of sale process, construction, service, internal communications and other is effective. ERP-system – increases efficiency of planning resources process of the organization, helps you to control internal processes and make important business decisions in real-time. The most up-to-date and demanded software products for business analysis can be attributed: Qlik Sense, Qlik View, Naumen Servise Desk, MicrosoftStrategy Analytics, Roistat, GetReport, PlanFakt, Seenece, Business Scanner, Tibco Spotfire, SAP BusinessObjects, Finoko, IBM Cognos Busines Interlligence, Power BI, SAP Lumara. During their development information and analytical technologies have changed configuration of business analysis, making it an instrument for creating information content.

Collaborative consumption: propensity of Generation ‘Z’ to share products (case in Poland)

Purpose: The aim of the article was to examine Generation Z's propensity to share products in the context of the growing trend of collaborative consumption in the Polish market. Design/methodology/approach: The objectives were achieved by conducting a theoretical review of the sharing economy, complemented by direct research on the propensity of young consumers to share selected products. The study was conducted using an online survey technique among 600 Polish consumers from generation ‘Z’ in 2023. Findings: The research results indicate various motives driving Generation ‘Z’ towards collaborative consumption, encompassing economic, social, and environmental aspects. They also reveal the types of products this generation is more likely to share. Research implications: In the future, it would be interesting to expand this research to include other countries (e.g. in Europe), different demographics (e.g. seniors), and the role of various factors influencing product sharing (e.g. social media, education). Social and practical implications: The findings of this article contribute to understanding consumer trends among young people, which influence the behavior of future generations and demonstrate a concern for sustainability. They underscore the importance of educating young people about pro-environmental behavior, crucial for a sustainable future. The results provide insights into young people's propensity for pro-environmental actions and highlight the potential need for education in this area. Additionally, these findings can be valuable for enhancing the effectiveness of sales processes and methods businesses use to communicate with young consumers. Originality/value: This article presents a unique contribution to the field of consumer behavior by specifically focusing on Generation ‘Z’ in the Polish market, a demographic often overlooked in collaborative consumption research. Its originality lies in its comprehensive examination of the multifaceted motives (economic, social, and environmental) that drive this generation towards shared consumption. Keywords: collaborative consumption, sharing product, generation ‘Z’, Poland. Category of the paper: research paper.

Exploring the viability of the technical sales process: Approach from the Viable Systems Model and Social Network Analysis.

Exploring the viability of the technical sales process: Approach from the Viable Systems Model and Social Network Analysis.

Modern technologies in shaping strategy in the clothing industry – a case study of the 4F brand

Purpose: The purpose of the paper is to review modern technologies present in building the strategy of contemporary clothing companies and to conduct a case study of the 4F brand (one of the leaders in the use of modern technologies in shaping the product offer in the clothing industry in the Polish market), to present the application of the use of these technologies in the Polish market. Design/methodology/approach: The paper conducts a case study of the 4F brand from the point of view of the use of innovative technologies in improving strategies for meeting the needs of buyers of clothing products. It was preceded by a literature review on the occurrence of these technologies in the surrounding market reality and their development prospects. Findings: Innovative technologies are a constant element in building the strategy of the 4F clothing brand. With them, the brand develops such parameters of its offerings as antibacterial, hypoallergenic or adequate moisture wicking. It also uses technologies to present new product lines: 3D and augmented reality (AR). It allows it to optimise the entire sales process and reduce the number of returns. It is part of the company’s strategy to shift to circular sales models in line with sustainable development. Research limitations: The diversity of possible solutions from modern technologies, resulting from their nature and unique specificity, makes it difficult to generalise the results obtained. Each successive example of the use of modern technologies is outstanding in its way, does not lend itself to standardisation and requires individual analysis. Practical implications: The results of the study indicate that the business operations of apparel companies are becoming more technologically advanced, which will require increasing investment on their part in IT infrastructure and the implementation of new technological solutions. Social implications: Modern technology is being used in the fashion industry to build relationships with stakeholders through increasingly modern marketing communication tools, forcing expenditures in this area as well. The tools for building these relationships are derived from the instruments used by stakeholders in their personal lives (e.g., social media), and the two areas will intersect and complement each other. Originality/value: The originality of our study is to comprehensively present the current use of modern technologies in the apparel industry, to isolate the most popular tools used by entities in this industry on the Polish market and to diagnose the attitude of the audience towards them, as well as to determine the development directions of this trend. Keywords: modern technologies, clothing industry, sustainable development, 3D and augmented reality (AR), 4F brand. Category of the paper: case study.

PENERAPAN CUSTOMER RELATIONSHIP MANAGEMENT PADA PENJUALAN GAS MEDICAL DENGAN METODE EXTREME PROGRAMMING

The world is facing covid 19, countries are fighting against a virus that has been declared a global epidemic or pandemic by the World Health Organization. The need for medical gas during the Covid-19 pandemic is facing very high demand, both from hospitals and individuals. The problem with PT Gasindo Andalan Sukses is that the sales process is still carried out manually, marketing and offering products by visiting prospective customer locations so that it takes longer time and the success rate is erratic because there is still a price bargaining process. Based on these problems the author aims to create a web-based medical gas sales application at PT. Gasindo Andalan Success using customer relationship management (CRM) and Extreme Programming (XP) methods. The author hopes that it will be the right solution to make it easier for companies to market their products online to consumers. Another advantage is that companies can store data easily because of a computerized system.

Behavior of customers and traders in informal markets. Case study in Santo Domingo, Ecuador

Informal markets, although they are not widely accepted, contribute to the generation of employment and facilitate access to multiple products. In addition to facilitating the financial flow within the territory. However, it is a fact that in this type of market many of the principles of commercialization are not fulfilled as in formal markets. This paper aims to deepen the peculiarities of the commercialization process of informal markets. It was carried out mainly through the observation of 86 selling points out of a total of 777 that operate in the market, characterizing variables such as the behavior of customers and traders, as well as the variation of supply and demand in selling points. Through the investigation it was possible to characterize variables related to the sales process and the behavior of customer and traders in an informal market in Santo Domingo city, Ecuador. It was observed that the volume of sale is related to the location of the establishment, the circulation of customers and access roads. In addition, a greater variety of products determines an increase in sales, although a significant increase in the variety can negatively affect its influence on sales volumes.

Web-Based Information System Of Drug Sales At Zamili Jaya Pharmacy


 The development of information and communication technology has benefits and has a major impact on various aspects of human life. The development of this technology is not only in education, but also in sales, for example in the sale of medicines in pharmacies. Pharmacy is a business activity in the health sector that requires a data processing system to simplify and speed up operations. Zamili Jaya Pharmacy which is located at Jl. Veteran Psr 7 Helvetia is a pharmacy that still uses the manual method in its sales process. Manual sales process is believed to reduce salesperson service performance. Therefore, a web-based drug sales information system was launched that could support and facilitate drug sales. This study aims to find out or determine whether the sales information system implemented at Zamili Jaya Pharmacy is running well and supporting the sales process. The method used to analyze this data is observational. The structure of this system with programming languages ​​PHP, HTML, Bootstrap and MySQL database. The end result of the system built is the drug management information system for the Zamili Jaya Pharmacy.