Mechanism of Formation of the Personnel Management System in a Trade Enterprise

Today the sale of goods and services is one of the most popular and relevant activities in the world. In this context, scientists and practitioners study the skills, abilities and competencies of specialists in this field. In companies working in the field of sales of goods and services, special attention is paid to the development of a motivational system for sales managers in order to increase their productivity. The theoretical and scientific and methodological approaches to improving the management system of a company operating in the field of sales have been investigated in the paper. The main directions and types of sales have been determined, the modern tools of effective sales have been revealed taking into account the experience of one of the leading companies in the field of sales. Also, the special attention is paid to the business characteristics and personal qualities of a successful sales manager. The business processes for the incoming line manager have been described as an algorithm. The processes of management of sales departments of enterprises have been studied on the basis of the use of system analysis. An approach to determining the efficiency of sales managers has been proposed, on the basis of which the formation of an annual matrix of sales managers' efficiency has been envisaged. The main reasons for the loss of quality requests and orders have been identified. The approach to personnel management of trade enterprises has been offered and the necessity of conducting analytical control of sales, management of interconnected processes as a single stream for effective work have been substantiated. The directions of increase of efficiency of work of sales department, by reduction of time for processing of inquiries, introduction of administrative actions have been defined. The possibility of increasing the company's income by increasing the quality of work of each employee of the sales department has been identified. A system of motivation for sales professionals according to their levels has been proposed: financial motivation (I level), financial and non-financial motivation (II level), promotion of sales managers (III level), providing creative freedom in work and the ability to make decisions in company management ( IV level). In turn, the motivation package should take into account the level of rejection of the order for each manager. At the same time the directions of sales should be taken into account: B2B sales, B2D sales, B2C sales, D2C sales.

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“…Прийма [22], Дончак, Л. Г., Добіжа, В. В., & Шкварук, Д. Г. [16], Галайда Т.О. [14], Гончар О. І., Муравська Л. І.…”

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Sales-Management as А One of the Key Directions of Modern Organization Management

Matvieieva¹,

Opanasiuk²,

Бондарь³

et al. 2021

VSDU

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Formation of an effective model of personnel management of a trading enterprise under martial law

Halaida,

Mozul

2024

Galician economic journal

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The article examines the theoretical and methodological foundations of the formation of personnel management models of trade enterprises, it is found that the main components of HR models include the purpose of the company's activity, planning and management systems, economic and financial results of activities and their effectiveness, organizational and production structures, personnel management system, criteria for evaluating performance indicators and the relationship with the company's external environment. An analysis of personnel management problems of a trade enterprise was carried out. It was determined that among the peculiarities of work in trade activities, the influence of various social-psychological and safety factors on the work behavior and efficiency of personnel, including the challenges of martial law, occupies a significant place. A Swot-analysis of the factors affecting the effects of stressful situations on the performance of trade employees, which affect not only their work behavior and attitude to work, but also the company's activities, was carried out. Recommendations are provided for building a personnel management model taking into account the specifics of the trade enterprise. The modern model of personnel management in trade business should take into account the motivational capabilities of the enterprise. Weaknesses can be identified and actions can be suggested to improve the company's HR processes in martial law using the SWOT analysis method. The application of innovative personnel management technologies in a trade enterprise, including methods and tools of motivational management, time management, stress management, and modern reward systems becomes a key factor in ensuring the competitiveness of a trade enterprise under martial law. The results of the implementation of an effective complex model of personnel management of a trading company provide not only an increase in labor productivity, but also an incentive for continuous professional growth, development of stress resistance, preservation and development of the personnel potential of a trading enterprise in crisis conditions.

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Mechanism of Formation of the Personnel Management System in a Trade Enterprise

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Sales-Management as А One of the Key Directions of Modern Organization Management

Sales-Management as А One of the Key Directions of Modern Organization Management

Formation of an effective model of personnel management of a trading enterprise under martial law

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