In this paper, the authors are trying to get an answer to the question that is the main one in the activities of any organization - how to increase sales and profits. The improvement of the mechanism for the sale of financial products in one of the branches of JSC “Rosselkhozbank”, which is a leader in the market of financing the agro-industrial complex, is being considered. Methods of horizontal and vertical analysis of accounting statements for 2021-2023 years, were used to study the activities of JSC “Rosselkhozbank”. PEST and SWOT analysis were used to assess the impact of the macro environment on the organization. The problem is that when making a loan application, the data may be entered incorrectly, and, as a result, the application will take longer to be considered and, possibly, a negative decision will be made on it. The credit scoring procedure is being considered. Scoring is a system for assessing the creditworthiness of a client. The method of expert assessments was used to form a general opinion of the bank’s specialists on which factors, when making a loan application, have the greatest influence on the decision to issue a loan to a consumer. A logistic regression model is constructed that is close to the bank’s credit scoring model. The study of the model was carried out using econometric analysis methods, using the cross-platform Gretl software package. The maximum likelihood method was used to estimate the model parameters. To check the quality of the logistics model, the McFadden coefficient of determination was used. The influence of factors obtained by the method of expert assessments and by studying the logistics model on the decision to issue a loan is compared. Based on the study of many factors affecting the scoring procedure, recommendations are formulated to improve the efficiency of this process in the bank.
