BUSINESS DEVELOPMENT BASED ON VECTOR WORK WITH BUYERS
https://doi.org/10.26425/1816-4277-2019-6-38-44
Abstract
The possibility of using ABC and XYZ analysis to systematize customers by degree of reliability by group positions has been presented. The approach of vector work with customers has been proposed, which implies the assessment of receivables by means of their ranking by key criteria, identifying those, who are less exposed to the risk of default on money. The basis for the implementation of the formulated information base can be used when building an evaluation card of buyers - debtors for taking specific measures for business development.
About the Authors
O. Ivanova
Kostroma State Agricultural Academy
Russian Federation
Russian Federation
Ivanova Oksana - Candidate of Economic Sciences.
pos. Karavaevo, Kostromskaya obl.
L. Gvozdeva
Kostroma State Agricultural Academy
Russian Federation
Russian Federation
Gvozdeva Lyubov - Student.
pos. Karavaevo, Kostromskaya obl.
References
1. Edronova V. N., Stulova O. E. Matrichno-ball’naya otsenka pokupatelei-debitorov [Matrix-scoring of customers-debtors]. Ekonomicheskii analiz: teoriya i praktika [Economic analysis: theory and practice], 2009, I. 19 (148), pp. 8-15.
2. Zhukov O. V., Sazonov S. P., Onoprienko Yu. G., Mershieva G. A. Metodika primeneniya ABC/XYZ-analiza dlya tselei upravleniya zapasami v ERP-sisteme predpriyatiya [The method of using ABC/XYZ-analysis for the purpose of inventory management in the ERP-system of the enterprise]. Vestnik VGUIT [Bulletin of the Voronezh State University of Engineering Technologies], 2017, I. 1, pp. 477-484.
3. Ksenofontova O. L., Novosel’skaya N. A. ABC-XYZ-analiz kak sredstvo upravleniya tovarnym assortimentom torgovogo predpriyatiya [ABC-XYZ-analysis as a means of managing the product range of a commercial enterprise]. Sovremennye naukoemkie tekhnologii [Modern high technologies], 2013, I. 2, pp. 70-76.
4. Malafeeva M. V., Stulova O. E. Metodika kompleksnoi otsenki pokupatelei-debitorov [Methods of integrated assessment of customers- debtors]. Ekonomicheskii analiz: teoriya i praktika [Economic analysis: theory and practice], 2009, I. 8 (137), pp. 31-35.
5. Predprinimatel’stvo i biznes: finansovo-ekonomicheskie, upravlencheskie i pravovye aspekty ustoichivogo razvitiya [Entrepreneurship and business: financial, economic, managerial and legal aspects of sustainable development], pod red. Eskindarova M. A. M.: Izdatel’sko-torgovaya korporatsiya «Dashkov i Ko», 2016. 710 p.
6. Soldatova L. I. Operativnoe upravlenie oborotnymi aktivami [Operational management of current assets]. Sbornik statei Mezhdunarodnoi nauchno-prakticheskoi konferentsii «Klastery v ekonomike Rossii: sushchnost’, problemy i perspektivy razvitiya», 04 oktyabrya, Sterlitamak: AMI, 2017, pp. 118-121.
7. Formirovanie konkurentnykh preimushchestv rossiiskikh predpriyatii v usloviyakh ekonomicheskoi nestabil’nosti [Formation of competitive advantages of Russian enterprises in conditions of economic instability], pod red. Veselovskogo M. Ya., Kirova I. V. M.: Nauchnyi konsul’tant, 2017. 315 p.
8. Sharkova A. V. Razvitie predprinimatel’stva i biznesa v sovremennykh usloviyakh: metodologiya i organizatsiya. Monografiya [Development of entrepreneurship and business in modern conditions: methodology and organization. Monograph]. Pod obshch. red. M.A. Eskindarova. M.: Izdatel’sko-torgovaya korporatsiya «Dashkov i Ko», 2017. 466 p.
Review
For citations:
Ivanova O., Gvozdeva L. BUSINESS DEVELOPMENT BASED ON VECTOR WORK WITH BUYERS. Vestnik Universiteta. 2019;(6):38-44. (In Russ.) https://doi.org/10.26425/1816-4277-2019-6-38-44
Views:
487
Email this article 