How to organize the delivery of goods from China. Organization of wholesale deliveries of vegetables

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Organization of bulk purchases

The organization of wholesale purchases is a complex of interrelated management and commercial decisions and trading operations, the implementation of which ensures the identification and study of consumer demand in accordance with the needs of society, the provision and approval of orders for the production and supply of goods with suppliers, the conclusion of supply contracts in order to determine the order and the mechanism for fulfilling orders and monitoring the receipt of goods and compliance by the parties with the terms of the contract.

There are six stages in the organization of bulk purchases (Figure 61)

The initial stage of bulk purchases is the study of consumer demand. The purchase of goods without taking into account the demand of consumers leads to a slowdown in trade, an increase in distribution costs to bring them to the market of consumers, and as a result, to a deterioration in the financial condition of enterprises. Therefore, at this stage, enterprises carry out market diagnostics in order to clarify their marketing strategy and information support for procurement activities. The study of the market for goods provides for the systematic collection, processing, analysis and evaluation of information about the development of needs, supply and demand, the capabilities of competitors as well.

At the second stage, an operational plan for bulk purchases is developed, taking into account the identified need for the assortment, quantity and quality of goods. At the same time, it is assumed that the volume and assortment of products to be purchased must correspond to the volume, assortment and dynamics of consumption, taking into account the need to normalize commodity stocks and be focused on constantly updating the assortment, taking into account the latest achievements of science and production and the development of human needs.

In the presence of a large number of sellers on the market, the third stage is important - justifying the choice of a specific, most suitable supplier. To rationally purchase goods means to buy them in the required quantity, the required quality, in right time, from a reliable supplier and at an affordable price.

When justifying the choice of specific suppliers great importance has information about the status of the supplier's order book. The portfolio of orders available in an individual firm is determined by the cost of all reservations for a certain time. Information about the decrease in the portfolio of orders from the supplier can be used by the buyer to obtain preferential terms of delivery, settlements and additional discounts.

The decision to purchase and supply goods is made at the fourth stage. This stage includes the development of draft texts of contracts with suppliers, the conclusion of contracts and agreements with them, the development of specifications for contracts, the preparation and submission of orders for the shipment of goods to suppliers. When developing draft texts of contracts and concluding them, it is assumed that wholesale purchases of goods should provide normal conditions for regulating the supply of goods to retailers. trading network in the optimal mode for him.

. Rice 61. Model of organization of wholesale purchases of goods

The fifth stage plays an important role in the organization of bulk purchases - the establishment of operational control over the implementation of concluded contracts, which provides for the receipt of goods, their acceptance and payment, organization of warehouse processing of goods. Special attention at the same time, they turn to the fulfillment by suppliers of their obligations under contracts in in full, application of measures of influence to negligent suppliers.

The economic efficiency of bulk purchases is established at the sixth stage and serves as the basis for improving the organization of procurement of goods in the future. It is determined by comparing income from the sale of goods and distribution costs. Detailed analysis distribution costs associated with the purchase of goods, allows you to increase the level of profitability of trading activities.

Now China supplies its products to half the globe. Perhaps, while reading these lines, you are sitting at a Chinese table, drinking coffee from a Chinese cup and turning pages with a Chinese mouse.

They produce a variety of cheap goods - from clothing to sophisticated technology. The Chinese economy is growing faster every day, attracting more and more foreign entrepreneurs into its cooperation networks.

So, there are three main ways to arrange deliveries from China: through a Russian intermediary firm, through one of the Chinese trading companies, or by directly cooperating with the factories of this far eastern country.

Direct work with manufacturers

This form of cooperation requires knowledge of business English, and knowledge of Chinese is desirable in general.

You will have to learn how to determine the reliability of the manufacturer, independently inspect the provided goods, draw up international trade contracts, draw up all accompanying and customs documents for purchases, and most importantly, gain a good instinct so as not to fall for the bait of cunning Chinese entrepreneurs.

In addition, in the event of force majeure, which will definitely appear (at least at the beginning), you need to be ready at any moment to pack up and fly to the factory.

Chinese business culture is somewhat different from ours and requires constant and direct personal involvement. Doing business online Internet or by phone will not work effectively. To establish relations with the owners of the factory, it is necessary to negotiate face to face.

Chinese trading companies

Their goods will cost more than when buying directly from the manufacturer. However, in this case, a fairly wide range is concentrated in one place. All company representatives are fluent in English and are ready to conduct business within the framework of a Western business model.

Incidentally, these trading companies also offer lower minimum order quantities for purchase.

And now about possible difficulties.

To begin with, the trading company will not disclose the manufacturer's data. That is, you will never know what quality the equipment is at the enterprise and how the process of production of goods is.

But the worst thing is that you won't know what the markup is. And the percentage added by the trading company can be not only 5%, but all 35%.

The cons don't end there.

No less unpleasant is the lack of control over the quality of goods by companies. Inspection is not part of their cost plan, so scrap rates can be significant. After that, you can try to file a claim with the trading company, which is unlikely to have an effect and contribute to the return of funds.

By the way, from time to time trading companies are presented directly as production. They are quite easy to expose - ask for a tour of the factory. The trading company would never do that.

Intermediaries from Russia

To start a business in this area, this option is the easiest. There are many such companies in Russia. They have their own representative offices and offices in China.

Most of them have well-established schemes for transporting goods across the border, they have established contacts with manufacturers, they have their own warehouses and bases in China. To work with an intermediary company, you do not need to travel outside your homeland and learn foreign languages.

Good intermediaries offer services not only for the delivery of goods, but also for finding suitable manufacturers for it, full legal support for transactions, inspection of factories, customs clearance and reliable delivery of goods directly to your post office.

In each case, the cost of services is calculated on an individual basis. You can estimate the price tag in advance with the help of consultants on official websites.

Average prices - transaction support will cost up to 10% of the total amount of the concluded contract.

What will they do for this amount?

will find good manufacturer, draw up a deal, control the fulfillment of the order, issue customs documents for the received goods and ship it.

Of course, you can order some individual services no general package. For example, for about $ 100, it is quite possible to order a search for a factory suitable for production. You will receive the address, information about the work of the enterprise, price lists and the entire list of contacts with this manufacturer.

The initial visit to the factory and its subsequent inspection will cost up to $ 500. Checking the batch for defects before shipment will cost about the same amount.

What is an inspection?

A representative of an intermediary company observes the work of the factory from the inside for one working day, then draws up a report with photographs and sends it to the customer.

In addition, intermediaries also provide business translation services for about $100 per day. So, if you are still going to work directly with the manufacturer, but do not know Chinese, an intermediary company can still come in handy.

Before choosing such a company, read the reviews, not all of these companies are conscientious. For a certain percentage of manufacturers, such firms can directly represent their interests, that is, without conducting a search for all suitable factories, you will immediately slip your own version.

And a small bonus - an example of a commercial offer on a website for the supply of goods from China:

The activities of many companies require the use of special equipment. As you know, the purchase of equipment is a large material cost that organizations face. That is why they are looking for ways and means, the choice of which will save.

One such solution is to turn to a destination that includes shipments from China. Our company offers all customers very favorable conditions for the implementation of deliveries.

The advantage of supplies from China

The most important advantage that can be obtained in this case is the savings. This is due to the fact that the proposed price for different types equipment will please all customers of the company with its availability. It is the low price of Chinese goods that is the reason for such a high demand that is observed for them in the market.

It is important to note that deliveries from China are an opportunity not only to save money, but also to purchase products that meet all requirements. Thus, this solution will allow you to purchase high-quality products at an affordable price. Favorable price and high quality ordered equipment - the main selection criteria for customers.

In the product catalogs offered by Chinese manufacturers, you can see a large number of equipment names. Due to this, the buyer will be able to opt for exactly those items that will be required by him.

It should be noted that the catalog offers modern equipment, have enhanced functionality. Using this technique, it will be possible to successfully complete all the required work.

At the same time, the purchase of equipment from China will cost several times cheaper. Due to this, an obvious economic benefit is achieved for each client who has chosen such a solution.

Cooperation with a specialized company

In cooperation with our company, deliveries from China are carried out promptly and on very favorable terms for the client. Having a long experience in this area, our specialists will be able to solve any issue that arises from the client.

At the same time, all the wishes of the client regarding the delivery are fulfilled in full. Our company is a team of professionals that promptly resolves all issues related to the supply of equipment at each of the stages related to this process. Due to this, the client, contacting us, can note the clear fulfillment of all the obligations of the organization to the customer within the agreed time frame.

The process of supplying equipment from China includes several stages. Initially, you need to select the manufacturer from which the equipment will be purchased. Transportation is another milestone, for which a list of requirements is presented.

In order to carry out the transportation, specialized transport companies. Another important issue concerns the passage of all necessary procedures in the customs authorities.

Prompt order fulfillment

The long experience of our company allows us to carry out all these stages promptly and without any delay. Modern and efficient delivery of equipment - important point for our clients.

Thus, customers receive timely fulfillment of all obligations. An additional important benefit concerns savings. In other words, the material costs required to purchase the equipment are greatly reduced.

In addition, the savings also relate to the costs required for the delivery of the purchased equipment. All these features in combination indicate a benefit for the client, which becomes obvious in each individual case.

Delivery of goods to wholesale buyers in accordance with the concluded contracts is carried out from the warehouse of the wholesale enterprise or in transit. The organization of delivery from a warehouse can be carried out in several ways: personal selection of goods by wholesale buyers, telephone (written) operational requests, standard-(normative) deliveries, through traveling merchandisers.

220 Chapter 8. Organization of economic relations of market entities for wholesale.,.

General requirements when using any method of delivery of goods are maximum speed and the lowest cost of fulfilling operational orders of wholesale buyers. The choice of delivery method depends on the type of product and local conditions.

Personal selection can be used for goods of a complex intra-group assortment ( confectionery, canned goods, wines, clothes, shoes, etc.), as well as for little-known goods. To better serve customers, wholesalers arrange halls (on small bases - rooms) of samples of goods, where an exhibition of all goods available in the wholesaler's warehouses, as well as goods expected to be received, is organized. The halls (rooms) of samples, in accordance with the structure of the commodity departments of the wholesale enterprise, are divided into sections, each of which is serviced by a sales manager of this group of goods. The sales manager, if necessary, advises buyers arriving at the warehouse in accordance with the schedule, acquaints them with the range and quality of available goods and accepts one-time applications.

Before picking goods in the warehouse, retailers analyze the state of inventory at their enterprises, compare their quantity with the standards and terms of implementation. This significantly increases the reliability of single bids for goods. Application forms are collected, processed and sent to the commodity sections of warehouses. From the warehouses, the goods, together with issued invoices and payment requests, are delivered to the wholesale buyer.

Most food and a number of non-food products are simple, stable assortments, for which telephone or written orders are widely used. In the written method, a correspondence system of requirements-orders is used. The wholesale enterprise develops a single form of such requirements-orders, which brings unity into the system of accounting, acceptance and execution of orders. Such pre-sent out forms provide for all the details - the name of the customer, his address, current account, terms of delivery under the contract, etc. As a rule, the demand-order form consists of tear-off parts corresponding to certain groups of goods. For each such part and different sections of warehouses there is a simultaneous selection of goods. In the absence of the goods specified in the requirement-order, the customer is notified in writing of the possible deadline for fulfilling the order. Goods according to requirements-orders within a period of not more than 3 days (if other

8.2. Methods of supplying goods to wholesale buyers and the services provided to them 221

terms are not stipulated in the contract) are centrally delivered to the addresses specified by the buyer. When serving regular customers from the same city, requests-orders are usually accepted by phone, that is, they fill out an order form under dictation. At the same time, the main items of the order are promptly coordinated, which significantly speeds up the process of its implementation. Goods are delivered according to a schedule agreed with the retailer. For perishable goods, hourly delivery schedules are compiled.

To organize the rhythmic delivery of goods to retailers in accordance with contracts, orders and delivery schedules and operational control over the provision of stores with goods at wholesalers, dispatch services can be organized. Merchandise dispatchers collect operational information from store managers about the availability of goods for sale, the need to import them to replenish stocks, and ensure the delivery of goods to retail enterprises. In addition, the dispatching service decides with the relevant divisions of the wholesale enterprise on the issues of the order of delivery of goods, primarily referring to the replenishment of stores with missing goods, conducts short dispatching meetings for this to take practical measures for the rational delivery of goods to the retail trade network.

It is advisable to apply a progressive method of supplying goods from the warehouses of wholesale enterprises - the method of standard deliveries (normative supply), based on the use of plan-maps and ensuring the rhythm of the delivery of goods to the retail network. This method is especially effective when supplying large universal grocery stores in which, due to the wide range of goods, a lot of time is spent daily on the submission of prompt orders, which often leads to haste and, accordingly, to errors in orders.

The essence of the method of standard deliveries consists in planning the sale of goods by months and particular terms based on the dynamics of sales shares in the base period. To do this, all goods are divided into a number of groups depending on the turnover, intensity and fluctuations in demand, the level and mobility of orders. Each group combines varieties of goods that differ little in frequency of demand, level of sales and other features. For each group, a single delivery interval is established. In addition to grouping but the frequency of demand, grouping is carried out according to the share of goods in the wholesale buyer's turnover. For goods, for

222 Chapter 8. Organization of economic relations of market entities by wholesale ...

taking relatively little specific gravity in trade, it is permissible to accept delivery intervals, focusing on the frequency of importation of goods that are of decisive importance in trade. In practice, the task comes down to drawing up plans-maps for the quarter and for the month for each retail trade enterprise, which indicate the number of delivery of each product and the volume of delivery for each specific date. On the eve of the day of delivery, the recipient only needs to confirm the need for the goods, which is already prepared by the supplier for shipment.

In close connection with the dispatching service, traveling merchandisers of wholesale enterprises work, who systematically check the availability of goods in the retail network in the assortment provided for by the contract (specification) between the wholesale enterprise and the buyer.

The wholesale enterprise assigns certain retail trade organizations and stores to each traveling merchandiser, approves a work plan for him, which sets a specific task for the sale of goods, taking into account market conditions and commodity resources, as well as a schedule for visiting retail trade organizations and stores. In the absence of retail of goods stipulated by the contract (specification) with the buyer and the lists of goods available in the warehouses of the wholesale enterprise, the traveling merchandiser draws up a one-time order for the delivery of these goods with two signatures - his own and the responsible person of the buyer. The order is issued in 3 copies, one of which is transferred to the buyer, the second is sent to the wholesale enterprise, and the third remains with the traveling merchandiser. The traveling merchandiser sends orders placed for missing goods to the departments (sections) of the wholesale enterprise for issuing an invoice and delivering goods to the buyer, and for goods not provided for by the contract (specification) - for making appropriate additions to it.

The duties of a traveling merchandiser also include monitoring the fulfillment of orders received from retail trade organizations and enterprises for the importation of goods, in terms of timing, quantity, assortment. In addition, itinerant merchandisers identify the state of demand for the goods of the nomenclature of their wholesale enterprise, assist store employees in improving the organization of the sale of goods, participate in sales exhibitions with tasting of new and little-known types of products. Sometimes sales merchandisers (or freight forwarders) drive around serviced stores by car with goods, simultaneously placing an order and delivering products. It's ha-

8.2. Methods of supplying goods to wholesale buyers and the services provided to them 223

typical for a small retail chain, especially for a consumer cooperation system that has many small stores.

During transit delivery, goods are not delivered to the warehouses of the wholesale enterprise, but, according to their orders, they are delivered to buyers directly from manufacturing enterprises.

The contracts concluded by the wholesale enterprise with wholesale buyers provide for the share of goods arriving in transit, their quantity, range and delivery time. These data are reflected in the plan for the delivery of goods to warehouses and shipments in transit, compiled by the wholesaler during the operational planning of bulk purchases, as well as in the buyer's personal card.

An important task is to ensure day-to-day control over the fulfillment of the wholesale company's obligations to customers. Accounting for the sale of goods is kept in books or on customer cards. If there are several consignees, cards are kept separately for recording the fulfillment of the delivery plan to buyers and cards for recording the delivery of goods to recipients. The first type of cards is created for each customer under each contract. The card indicates the details of the buyer, the fulfillment of obligations to the buyer is taken into account in the columns "plan" and "implementation".

If the goods are shipped in transit, the entry in the card must correspond with the corresponding entry in the supplier's card. The second type of cards is given to the recipient of the goods. This is because trading company, who has concluded an agreement, can give orders to different addresses - to the stores of his system. In such cards, they keep records according to the range of goods provided for by the specification, which is attached to the contract, indicate the size of the delivery by time, the method of delivery (in transit, warehouse). Registration is carried out in the columns "plan" and "implementation" on the basis of orders for the release of goods, issued invoices and transport documents.

In the conditions of market competition, the wholesale enterprise is forced to develop its own standards for services to its customers. As a rule, every wholesaler wants to provide customers with at least! at least the same level of service as competitors offer.

However, the primary goal is to maximize profit growth, not sales. Therefore, the wholesale enterprise, depending on its type and type, chooses the silt and iinoii set of services provided to customers in accordance with their financial capabilities. Some wholesalers offer more modest service,

224 Chapter 8. Organization of economic relations of market entities for wholesale ...

but at low prices. Others provide more services than competitors, but charge a premium for them to cover higher costs. In any case, the wholesale company must decide on a set of services offered to customers, develop a service system standard. In table. 8.1 provides an approximate list of services that a wholesale company can provide (depending on its type, type, financial situation) to its customers.

Table 8.1Services provided by wholesalers to customers

Information as a subject of commercial distribution. Technology and its distribution industry.

AT modern conditions information support has become an important area, which consists in the collection and processing of information necessary for making sound management decisions, which is one of the factors that reduce production costs and increase its efficiency. Forecasting market processes plays a special role. Of great importance is information about the occurrence in the course of production of deviations from planned indicators that require the adoption of operational decisions. A significant role in decision-making is played by scientific and technical information containing new scientific knowledge, information about inventions, technical innovations of one's own company and competing firms. This is a continuously replenished common fund and potential of knowledge and technical solutions, the practical and timely use of which provides the company with a high level of competitiveness. Information serves as the basis for the preparation of relevant reports, reports, proposals for the development and adoption of management decisions. There are certain requirements for information: brevity, clarity of wording; accuracy; authenticity. A special role for firms has external information coming from external environment: information about the situation that is developing in the market. This information solves such important problems for firms: what to produce, how much, and for whom the products will be produced. Information of this kind can be obtained/purchased for a certain amount from specialized companies involved in the collection of information, from competing firms, statistical authorities, in addition, it can be obtained from funds mass media and other sources. Thus, information plays a huge role and is an integral part of the company's commercial activities. The transfer of information about the position and activities of the company to the highest level of management and the mutual exchange of information between all interconnected divisions of the company is carried out on the basis of modern electronic computers and other technical means connections. In the most general way modern technologies commercial dissemination of information implies that users from their terminal device "communicate" with information products, the main of which are databases (DB), using special software tools.

The sales department of a wholesale trading company and its functions.

The staff of the department, including traveling sales agents, salespeople, merchandisers, engineers for maintenance and adjustment of equipment, clerical workers, is accountable to the sales manager. The main responsibility of the manager of the sales department is the management, control and coordination of work on the sale of goods, the development job descriptions for each employee, drawing up a sales plan and carrying out activities to expand sales markets and increase sales, organize employee training and provide them with all kinds of assistance in carrying out their current activities. Each wholesale enterprise in the sales department must have an engineer. Sales engineers are called upon to carry out Maintenance consumers. The sale of certain types of goods is associated with their testing, adjustment and use of various instruments, machines and equipment. The duty of an engineer is to know specifications various goods, the ability to work with drawings and tracing papers. Sales engineers must be qualified to improve the design of various instruments and machines. The combination of two professions in one person: an engineer and a salesman, determines the special significance of such specialists. Sellers and merchandisers of the sales department draw up consumer orders, monitor their implementation, advise buyers on issues related to the range and quality of goods, and systematically monitor the state of inventory in the warehouse. All workers busy with service consumers when selling goods from a warehouse, must have a set of necessary professional qualities, the main of which are competence and politeness. this work requires the employee to deeply understand the needs of the client. Customer service must be carried out efficiently and promptly. Focusing on the interests of the consumer helps to increase sales, attract new customers and establish closer business contacts with them. Consumer complaints related to the unsatisfactory quality of the goods, the conditions of transportation, shipment, etc., should be eliminated as soon as possible. At the same time, the formula "the buyer is always right" should always be in effect. Dealing with customer complaints is one of the most difficult tasks for salespeople.

A complex of commercial operations related to the acceptance, placement and storage of goods in the warehouse of a wholesale enterprise.

Registration of acceptance documents;

Registration of accepted goods. Storage efficiency and product safety are

in direct proportion to the organization of the operation of its acceptance. The unloading of goods, their inspection and movement for storage in the warehouse is carried out by the receiving department or section.

The organization of work on the acceptance of goods to the warehouse is the first stage in the general technological process warehouse processing of goods.

In organizing the acceptance of goods, it is of great importance to pre-determine the time of arrival and the number of goods arriving at the warehouse, which allows you to plan ahead necessary measures on acceptance of goods.

Preparatory measures for the acceptance of goods at the warehouse include:

Determination of the place of unloading Vehicle, as close as possible to the storage room;

Definition required amount workers for unloading and distribution of work between them;

Determining the required number and types of handling equipment and preparing it for the arrival of goods;

Early determination of storage locations;

Preparation of documentation related to the registration of acceptance and delivery of goods.

The nature of operations during the acceptance of goods depends on the size of the batches of incoming goods, their specifics, and the presence of packaging.

The operation of receiving goods to the warehouse in different wholesale companies is carried out in different ways and depends on the organization of labor processes, the type of incoming goods, and the methods of moving goods to the warehouse. At the same time, it is possible to distinguish general views work carried out during this operation. These include:

Unloading goods;

Checking goods by quantity; - movement of the accepted cargo to the liberated space;

Unpacking of goods;

Quality control of goods;

Movement of goods to the designated storage area;

Principles of storage of goods

There are several basic principles for storing goods:

Storage of goods according to the principle of uniformity;

Storage of goods depending on their size and weight;

Storage of high consumer goods

demand in active zones; reduced demand - in reserve zones;

Separate storage goods for specific purposes.

The specificity of the stored goods has a great influence on the preparation of a warehouse layout plan, the choice of fixtures and equipment. Consider the basic principles of storage of goods.

Device warehouse should correspond to the nature of the stored goods. In consumer orders, homogeneous goods are usually combined into groups. Order fulfillment can be significantly accelerated if a similar grouping of goods is followed in warehousing. It seems logical, for example, the joint storage of various cosmetics with their division by purpose and type. The same can be attributed to the storage of automotive parts and garden tools. Food should also be kept together.

However, there are cases when the joint storage of goods that are relatively similar in characteristics or purpose is unacceptable. For example, wedding rings cannot be stored together with wedding dresses. A wide variety of goods involves the organization of special storage areas for each group of goods. For example, in a warehouse storing car parts, special zones are allocated for separate storage of spare parts, tires, oils, lubricants.

For handling large and heavy goods, special tools and handling equipment should be used. Items in small packaging are at greater storage risk and are more likely to be damaged, spoiled and stolen than items in their original packaging. Storage small goods considered to be a very expensive operation.

Working with goods of increased consumer demand is the most time-consuming area. The closer such goods are to the place of shipment, the less distance they travel when they leave the warehouse.

Reduced consumer goods should be stored in areas more distant from the place of shipment. Some goods are sometimes so infrequently accessed that it is advisable to store them on the upper floors of the warehouse, or in basements, if storage requirements allow it. Some materials may be stored outdoors. Temporary storage is used for seasonal goods. The location in the warehouse of goods of reduced consumer demand depends on the placement of goods of increased demand and specific goods. If high demand goods occupy a small area, then low demand goods can be stored closer to the place of shipment.

RESELLERS

An additional kind of activity of wholesale enterprises is their performance of the functions of resellers, who, in the process of trade, establish a connection between various potential sellers and buyers: manufacturers, wholesalers and retailers.

1. Intermediaries working at the enterprise: sales representatives. In the state of commercial

The department of an industrial enterprise includes employees whose duty is to organize sales by establishing relationships with buyers. They are called traveling salesmen, marketers or sales representatives. Their task is to identify potential buyers (wholesalers or retailers); visiting them, they show them the goods and negotiate the terms of sale. Most of the time, these agents

are representatives of several enterprises (“part-time”),

Despite the fact that manufacturers carry out extensive advertising activities for their branded products, their products do not sell themselves; there is always a need for personal contact with customers in order to better inform them, find the most suitable forms of marketing, etc. Thus, sales representatives remain indispensable participants in the sales process, and the effectiveness of the commercial policy of the enterprise largely depends on the personal qualities of these employees.

2. Independent intermediaries. There are businesses (usually small size), whose task is to mediate between manufacturers and sellers in order to facilitate the marketing of products. Their income is made up of commissions, i.e. percentage deductions from the amount of sales realized through their mediation.

A) Sales agents are engaged in the sale of products, acting on behalf of a number of enterprises and in a certain territory. Their role is similar to that of sales representatives; however, because they are independent and well-established in the area, they are able to effect a real decentralization of the commercial activities of the producers of whom they are trustees.

B) Commission agents conclude transactions on their own behalf, but on behalf of a third party; they facilitate the sale of goods not only by matching demand with supply, but also by taking responsibility for compliance with the terms of trade: they provide a choice of high-quality products, negotiate prices, monitor compliance with the formal side of contracts, carry out inspections, etc. d. Their role is especially great in export-import transactions: having the ability to provide loans, they thereby contribute to the development of trade relations between firms that wish to deal only with well-known trading houses.

The intermediary role of commission agents is an essential element of organized wholesale markets.

C) Purchasing centers (associations) are organizations that undertake the supply of goods certain number enterprises closely related to them and offer their members various sales and marketing services.

Purchasing centers are created by associations of wholesalers (for example, Fedicap), retailers associations, traditional large trade enterprises (department stores, affordable prices, consumer cooperatives), or they are the result of combining the efforts of enterprises of various types (for example, the Di-Fra center, created by companies that own a network of branches, regional independent firms and a purchasing center formed by affordable stores); they may also serve a group of hypermarkets (Samod Center of Carrefour, Samyu Center of Oshan, etc.).

services, the formation of market policy, joint actions to promote sales and advertising of goods, the release of "branded goods" for sale, etc.)

Initially, purchasing centers were engaged exclusively in procurement (negotiations with suppliers, determining the level of quality of goods, their quantity, price and delivery time), while in order to achieve favorable conditions transactions, they used their greater purchasing power, which is the result of pooling the resources of several enterprises. Along with the performance of this function, the importance of which remains to this day, the centers provide various services to the enterprises in the association in the field of sales and marketing (establishment of accounting, use of computer technology, creation of joint technical and legal

25. Purchase of goods and their sale at wholesale enterprises using computer technology. The management of most trading companies in developed countries is based on the use of computer technology. Management systems include an automated system for inventory accounting and placing orders with suppliers. The movement of each unit of goods, using magnetic bar coding, is reflected in a database that covers information throughout the company's distribution network. The database management system allows you to constantly update information about the status of stocks, automatically place orders through a computer network and take into account replenishment information. At the same time, information about the sale of goods enters the inventory, receivables and cash management system and is processed on the basis of the model tools built into the system.

Organization of delivery of goods from suppliers to warehouses of wholesale enterprises.

To ensure the correct commodity circulation and maneuvering of commodity resources, transport departments are organized at wholesale enterprises. The manager of the transport department is responsible for choosing the type of transport, develops measures to organize forwarding operations at the stages of poisoning and acceptance of goods, plans and coordinates the work of the transport used by the wholesale enterprise for the transport of goods, makes a rational choice of the type of transport (railway, river , marine, automotive and air Transport), must know the routes of movement of goods, freight rates for all modes of transport, the capabilities of various carriers, must constantly strive to reduce transportation costs and achieve strict adherence to the schedule for the delivery of goods. the transport department or the dispatcher maintains a schedule for the delivery of goods, which indicates the dates of the expected delivery of goods for each supplier. The basis for including delivery data in the schedule is a copy of the purchase order for the goods. The first task of the transport department manager upon arrival of the cargo is to verify that it belongs to this wholesaler, which is established on the waybill presented by the carrier to the transport department manager or warehouse manager. Only after this is permission given to unload the vehicle. The driver of the vehicle carries a personal liability for all the goods in the car. The presence of the driver inside the car during the shipment of goods is necessary in order to avoid any errors and misunderstandings. In the event of the absence or loss of any cargo, as well as its damage, the consignee has the right to demand compensation from the driver for the incurred losses. The unloading operation ends with the signing of the waybill, which the carrier presents to the consignee. The form of payment is negotiated between the supplier and the wholesaler in advance during the preparation of the order for the supply of products. Payment transport services can be made both in cash and non-cash payment. The manufacturer significantly reduces its transport costs by combining loads destined for different customers. If it is necessary to deliver the goods very quickly, the wholesale company has the right to choose, based on its own interests, the types of transport and routes for the delivery of goods.

2. Psychology and ethics of sales staff in customer service. 4. Trade customer service and the main elements that determine its level. See question 2.

Cult. bargain. service .- a set of characteristics and conditions of the trading service process, determined by professionalism and ethics service personnel. Characteristics of the trade service culture - courtesy, sensitivity, competence, availability of staff for customers, skill level of employees, comfort, aesthetics of service provision, etc. Trade service for buyers entering the trading floor begins with a smile of the seller, with cleanliness and order, with an abundance of goods in the store. Trade service is a complex concept that includes such concepts as “quality of trade service”, “trade culture”, “service culture”, “level of service”, “these concepts are based on concern for the buyer, who should be able to with the least expenditure of time and the greatest convenience, acquire everything you need in trade. High level trade services can be achieved only as a result of close interaction of all links of trade, reducing consumption costs and providing a variety of services to the population. An important means of improving the culture of trade service is technical equipment various trade enterprises, mechanization and automation of loading and unloading operations, the use of advanced technologies for the delivery and sale of goods in taro equipment. The quality of trade services, as a characteristic of the activity of an individual enterprise, is evaluated by a system of indicators / met.estim. /. 1 - the stability and breadth of the range of goods - is one of the main ones. 2 - compliance with customer service technology - affects the time spent by customers on purchasing purchases in a particular store; 3 - consumption costs - reflects the time spent by the buyer on the purchase of goods; 4 - the activity of selling goods, the professional skills of employees serving customers. 5 - organization of trade advertising and information - helps the buyer to choose a product or service, navigate the trading floor; 6 - provision of services to buyers - characterizes the types of services offered to the buyer, their volume and quality, according to buyers. 7 - completion of the purchase - due to all the previous indicators and most directly depends on them, this indicator is determined by the coefficient of completion of the purchase 8 - quality of service according to buyers - is general and reflects the opinion of buyers about the level of service. Evaluation is carried out by customer surveys, the frequency of which is determined by the type of store and the purpose of the survey. The results of these indicators are used to further stimulate sales volumes in the store, providing a high level of trade customer service, as well as to search for reserves aimed at further developing the trade enterprise and increasing competitiveness.

3. The procedure for placing orders of consignees, their implementation by a wholesale trade enterprise.

A wholesaler supplies goods to its customers on the basis of their orders for the supply of goods. The consumers of the goods offered by the wholesaler are retailers, industrial enterprises for the processing of products, public organizations and institutions, other wholesale trade enterprises. With the depletion of cash reserves, the consumer replenishes them by purchasing new batches of goods from the wholesale enterprise. The order for the supply of goods contains a detailed assortment of goods, quantity, quality and delivery time. The consumer can prepare the order independently, or with the participation of a sales representative of a wholesale company. Sales representatives are involved in the preparation of consumer orders and thus influence the order formation process. Before the direct execution of the customer's order, it is checked. When checking the order, its cost, terms of calculation and crediting are determined. Depending on accepted practice, pricing may be done before or after the customer's order has been filled. The price controller maintains a list of all possible costs. Thus, the total cost of the order is the sum of the total cost of the goods included in the order, discounts (or surcharges) and the cost additional costs for the fulfillment of the order (storage, packaging, delivery of goods and preparation of documents are included in the cost of goods). Only after a decision is made to accept an order for execution, it is sent for execution. A thorough check of the order is of great importance, as it reduces the share of risk in the work of the wholesaler and significantly affects all further order fulfillment operations. Before transferring the order to the consumer, it is also checked. The verification is carried out in two stages. The first check is performed by an employee who was directly involved in order picking. When checking, he must make sure that the completed goods are in full accordance with the customer's order. The next check is carried out by another employee who did not take part in the formation of this order. There are several ways to transfer an order for the supply of goods: by a sales representative of a wholesaler, by mail, by courier, or by telephone. The choice of transfer method depends on the urgency of the order and the requirements of the customer for its implementation.