The essence of the commercial activities of the organization. The essence of the commercial activity of a trading enterprise. The concept of commercial activity

In trade as a field commodity circulation, a large complex of various processes and operations is performed.

By the nature of the functions performed in the sphere of commodity circulation, the processes and operations performed in trade can be divided into 2 types:

Production or technological - they are associated with the movement of goods as consumer value and are a continuation of the production process in the sphere of circulation (transportation, storage, packaging, packaging, sorting, etc.). They represent the unity of 3 elements - living labor, means of labor and objects of labor. The means of labor are all those things with the help of which a person acts on the object of his labor and modifies it. The means of labor include, first of all, tools of labor, as well as industrial buildings, warehouses, vehicles and others. The instruments of labor in trade are trading machines, devices, various trade and technological equipment. To the objects of labor in technological processes include goods in circulation, containers.

Commercial processes are processes associated with a change in the forms of value, i.e. with the purchase and sale of goods. Commercial processes also include such trading processes that ensure the normal implementation of operations for the purchase and sale of goods in the sphere of commodity circulation (study of consumer demand, organization of economic relations between suppliers and buyers of goods, advertising of goods, wholesale purchases and sale of goods, etc.).

An intermediate position between these two types of processes carried out in trade is occupied by the so-called additional trade services provided to buyers when selling goods. In civilized trade it is these Additional services in essence, are becoming more and more dominant in terms of the amount of labor expended on them (delivery of goods to the house, installation of purchased complex technical goods at customers' homes, taking orders from customers, etc.).

According to their functional content, additional trading services can be classified as both technological and commercial processes.

commercial activity is connected with the second concept of trade - trading processes for the implementation of acts of sale and purchase for the purpose of making a profit.

Commercial work in trade is a vast area of ​​operational and organizational activities trade organizations and enterprises aimed at completing the processes of buying and selling goods to meet the demand of the population and make a profit.

The commercial activities of trade organizations and enterprises cover the following issues:

studying the demand of the population and the market for the sale of goods;

identification and study of sources of income and suppliers of goods;

organization of rational economic relations with suppliers, including the development and submission of applications and orders for goods to them, the conclusion of contracts for the supply of goods;

organization of accounting and control over the fulfillment of contractual obligations by suppliers.

In addition, the commercial work of commercial enterprises includes:

organization of wholesale and retail sale of goods;

establishment of contractual relations with buyers of goods (in wholesale;

formation of the optimal assortment, inventory management;

organization trade service, provision of trade services and other trade operations.

Commerce is a form of business that manifests itself in the creation and operation of enterprises whose activities are aimed at making a profit as a result of the sale of goods.
Commerce is the activity of legal entities and individuals engaged in the sale and purchase of goods, as well as their storage in order to meet consumer demand and receive profit as a result.
Commercial activity is an entrepreneurial activity focused on making a profit. His hallmarks can be considered initiative, flexibility, which involves constant assessment of the market situation, response to fluctuations in supply and demand in the market.
Commercial activity is a form of entrepreneurial activity (production or trade), as a result of which profit is made.
The essence of commercial activity is the buying, selling and marketing of products and services for profit. The market economy and commercial activity open up wide opportunities for initiative entrepreneurial people, creating potential prerequisites for developing their own business (business). Hundreds of new enterprises are constantly opening, most of which work on commercial basis. Small business is developing, albeit at an insufficient pace.
The scale of commercial activity in the sphere of commodity circulation is characterized by the following data. The number of economic entities of trade in 2006 is characterized by the following data (as of January 1, 2007). Organizations wholesale trade, including trade through agents - 460.0 thousand organizations retail, including trade in motor vehicles - 234.6. In addition, there were 1525.8 thousand people engaged in individual trade. The gross profit of wholesale and retail trade reached 3,718 billion rubles, and all commercial and management expenses- 2474 billion rubles. As a percentage of the total turnover of trade organizations, this amounted to 20.8% and 13.8%, respectively. Thus, for 1 ruble of profit there is 1 ruble. 50 cents of expenses.
Persons professionally engaged in commercial activities are called merchants. Individuals who have full legal capacity and engage in any transactions for the purpose of making a profit, constantly or sporadically, may also be considered merchants. They are called individual merchants as opposed to collective ones. Collective merchants are, in particular, various types of commercial partnerships. In addition, collective merchants are commission agents and resellers.
A merchant is an entrepreneur who organizes and runs his own business (business) for profit and creates his product / service for sale, or resells a product created by another entrepreneur.
Commerce and commercial activities are inextricably linked with the concept of the market. The market of goods forms a system of purchase and sale relations, forms an economic space that unites buyers and sellers. The market is an area where goods are exchanged for money, a product finds a buyer and changes its owner, the consumer satisfies his demand, and the seller recovers his costs and makes a profit (or, conversely, suffers losses). At the same time, the commodity market is a kind of distribution tool that functions in accordance with the law of supply and demand. It is a self-regulating mechanism that brings sellers and buyers together and is designed to trade with each other. Many experts believe that the market is a collection of existing and potential sellers and buyers of specific goods. The consumer market is a segment of the goods market where the satisfaction of the personal needs of the population takes place.
In commerce, property relations play an important role. You can only sell the goods that are the property of the seller. Ownership of a commodity results from ownership of the enterprise that produces or trades in the commodity.
In accordance with Civil Code In the Russian Federation, any individuals and legal entities that have ownership rights to goods or funds can engage in commerce. A legal entity is an organization that has separate property in ownership, economic management or operational management and is liable for its obligations with this property, can acquire and exercise property and personal non-property rights on its own behalf, must bear obligations, be a plaintiff and defendant in court, and also have an independent balance and estimate. Commercial organizations are subject to compulsory registration in the organs of justice in the manner prescribed by law.
The most important category of commerce is property, which is the inalienable right of an individual or legal entity to use it for their own benefit or for the benefit of some other person. Ownership finds its manifestation in the relations of possession, disposal, use of property objects. The owner or possessor of property responsibility is responsible for the conservation and rational use of the use of these objects. Property is property or financial resources owned by an individual or legal entity. In commercial activities, there are various types of property: state, personal, joint-stock, individual, share, joint, common, labor, collective, communal, cooperative and private property.
The driving force behind commerce is entrepreneurial activity or entrepreneurship. It is based on the initiative of individuals (or persons) to create or purchase certain property and use it for profit. Thus, entrepreneurship in commerce is an independent activity carried out at one's own risk, aimed at the systematic receipt of profit from the use of property, the sale of goods, the performance of work or the provision of services by persons registered in this capacity in the manner prescribed by law. Entrepreneurship of individuals without forming a legal entity (individual entrepreneurs - PBOYuL) is called individual.
An enterprise is an independent economic entity with the rights of a legal entity that produces products, goods, services, performs work, engages in various types economic activity. The concept of entrepreneurship and enterprise is inextricably linked with the definition of the form of ownership. In commerce, there are the following forms of ownership:
unitary enterprise- is a commercial organization that is not endowed with the right of ownership of the property assigned to it; a unitary enterprise is a state or municipal enterprise, the property of which is assigned to a commercial organization, but not transferred to it;
state property - state-owned unitary trade and marketing and purchasing enterprises;
municipal property - some of the unitary retail trade enterprises operated by municipal authorities.
partnership or company limited liability(LLP and LLC) - entity, established by one or more persons, the authorized capital of which is divided into certain shares (the amount of which is established founding documents). LLP and
LLC - the main part of the privatized sales and retail trade enterprises, as well as some of the wholesale enterprises;
joint-stock company(AO) - economical society whose authorized capital is divided into a certain number of shares (sometimes with the participation of foreign capital); an open joint stock company (OJSC) distributes its shares through open sale, it is obliged to annually publish for general information the annual report, balance sheet, profit and loss account; a closed joint stock company (CJSC) distributes its shares in the form of a closed subscription by decision of the founders.
private enterprises - as a rule, small trade enterprises, small retail chains and individual sellers;
enterprises of a cooperative form of ownership, in particular, consumer cooperation.
In addition, there are enterprises of other forms of ownership, including joint ventures with foreign capital (JV).
The results of privatization seriously affected the structure of trade turnover by form of ownership. This is evidenced by the following data.
AT catering in 1990 the share of the state and municipal sector in total volume turnover was 85.9%. private sector - 14.1%. In 2000, the share of the state and municipal sector was 20.3%, private - 46.4% and other forms of ownership - 33.3%. In 2006 - respectively: 9.4%, 64.0% and 26.6% /.
Consequently, over the past years, fundamental changes have taken place in the forms of ownership of retail trade and public catering. If at the beginning of the 90s the state form of ownership prevailed in trade, then by the end of the period under study, private trade became the main form of ownership in trade and public catering.
Manufacturing enterprises engaged in the sale of manufactured products also belong to various forms of ownership: state (federal and municipal), mixed, private and joint ventures. Along with separate production enterprises of a commercial type, various associations belong to commercial entities: concerns - industrial complexes; conglomerates - diversified associations; consortia - associations of enterprises on a contractual basis to perform a specific task; financial and industrial groups (FIGs) - association of production, investment and credit and financial enterprises and institutions in the form of joint-stock companies, purchase of shares and other integration manifestations; holdings and sub-holdings - enterprises that own shares of other companies, the so-called. subsidiaries.
An organizational unity is inherent in a commercial enterprise, it must have separate property that it manages independently, it bears property responsibility for its actions and obligations. A commercial enterprise must have its own name (name). The concept of a commercial enterprise often coincides with the concept commercial organization, i.e. groups of individuals or legal entities whose activities are coordinated to achieve common goals and objectives related to making a profit.
Before an entrepreneur production activities on a commercial basis, there is a dual goal: to create a product, and then sell it (market) and as a result make a profit. The commercial activity of manufacturing enterprises provides for the development of a targeted marketing policy. The marketing process involves not only manufacturers, but also professional resellers (distributors, agents and dealers), some of which have their own or leased sales and purchasing network. Typically, distributors have ownership rights. Another participant in trade and marketing activities are sales agents who carry out their activities on someone else's behalf and do not have property rights. Sometimes jobbers are involved in the organization of the sale of goods - small firms, although they have ownership rights to the purchased goods, but do not have a warehouse network and therefore are forced to trade “on wheels” or on a “just-in-time” basis (exactly and on time). The system of dealers - resellers, who are also engaged in selling and after-sales service. However, dealers operate primarily in specialized retail trade.
It must be borne in mind that in order to make a profit, it is necessary to sell / sell goods, i.e. receive a cash equivalent for it, one part of which is intended to reimburse investments and current costs, and the other part forms a profit. This is the most important condition for commerce.
The merchant, of course, seeks to maximize profits. Here are five ways to increase profits:
a) provide better than competitors, the quality of goods;
b) develop a better organization and technology for the sale of goods than competitors;
c) take advantage of favorable market conditions;
d) apply marketing methods stimulation of demand of buyers;
e) ensure the reduction of production and distribution costs, etc.?
Business management requires knowledge of the essence of the processes associated with bringing the product to the consumer, the characteristics of the state and development of the market, the ability to assess and predict the market situation. Without the collection of sound, reliable information and its subsequent analysis, the marketing of a commercial enterprise will not be able to fully fulfill its mission, which is to satisfy the various needs of buyers and to stimulate the emergence of new requests. One of its basic requirements is to ensure the "transparency" of the market and the predictability of commercial activities.
the commission of an act of sale: sets a task, performs actions to determine a possible range of buyers or to find a specific buyer, negotiates, puts forward and discusses the conditions, and, finally, makes a deal.
A commercial transaction is the actions of subjects of commerce: on the mutual search for a seller and a buyer, on the promotion and discussion of the terms of a sale and purchase transaction, on its execution and completion.
It is believed that an entrepreneur who adheres to the ideology of marketing is focused on meeting consumer demand. This is indisputable, but the mechanism of this orientation is purely commercial. What does it mean to meet demand? Sell ​​a product to the buyer, quantitatively and qualitatively corresponding to his needs. In a civilized market, this is the only way to make a profit. If an entrepreneur wants to big profit, then he is forced to better (more fully) satisfy the demand, often using marketing methods to stimulate it. It should be clearly understood that in a market economy the only way to make a profit (apart from criminal methods) is the sale of any property that appears on the market in the form of a commodity.
Product human labor or natural activity, as well as an action that has consumer value (utility) and is intended for sale, is a commodity. A product can have both a tangible (object) and intangible form (action, service, intellectual product).
The commercial process begins with the fact that the product leaves the sphere of production and is involved in the sphere of commodity circulation, where it is bought, stored, resold, etc., until, finally, it reaches the sphere of consumption. In other words, the market is changing the owner of the goods. This process is called commodity circulation, which is carried out in the form of a sale. The product has a new owner, and the previous owner of the product the act of changing ownership should bring profit. This is essentially the purpose of creating and then selling a product. Therefore, the concept of goods is inextricably linked with the concept of commercial activity.
From the very beginning production process the entrepreneur is faced with the task of producing a product and ensuring its compliance with technological standards. But from the moment when the product is created, the problem arises - to whom, when and how to sell it? The manufacturer, who is also the first owner of the goods, after entering the market becomes a seller, and therefore a merchant. Although in fact he is a businessman already when he creates his own business. Thus, for an entrepreneur, doing business is a necessary step in a business that aims to make a profit.
It can be said that there are two types of merchants: professional manufacturers, for whom the main activity is production, and the sale / marketing of goods is only a means to recover costs and make a profit, and professional traders (usually resellers), for whom the main activity is buying and then reselling a product. In addition, professional traders are individual sellers, for most of whom the sale is the final stage of the trading activity. For both those and others, the ultimate goal of their activities is profit, and the instrument for obtaining it is trade.
At the same time, the buyer in the market acts as if in two persons: firstly, as a consumer of the purchased goods, and, secondly, as a speculator (in the market sense of the word), who bought the goods for the purpose of resale. These buyers include distributors and dealers who help bring the product to the consumer, as well as resellers, wedged into the process of product distribution.
In commercial activity, one should distinguish between an object and a subject.
The object of commerce is: a product that is sold for the purpose of making a profit, and the money paid for it and then serving as a source of profit.
The subject of commerce is a merchant, i.e. a natural or legal person professionally engaged in commerce.
Commerce is a bipolar phenomenon: the seller is at one pole, the buyer is at the other. If at least one of them is missing, the commercial process is interrupted, as it were, “freezes”. Both participants are required to sell/buy goods. Each of them is the subject of commerce.
Thus, both the seller and the buyer can act as subjects of commerce: the seller sells goods to the buyer for profit, the buyer purchases goods from the seller in order to satisfy his own need, or resell it for profit. However, their role in the commercial process is not the same. In commerce, active and passive participants in commercial activities are distinguished.
Active subjects of commerce are entrepreneurs who produce a product / service for subsequent sale and become sellers, enterprises and individuals who purchase goods for the purpose of further resale (resellers and speculators-dealers). The seller can be any owner of the property, in particular:
manufacturer - industrial, agricultural, construction and other manufacturing enterprise, or an individual selling their products;
trading or purchasing enterprise, as well as market speculators reselling the goods they have purchased;
legal entities and individuals who simultaneously sell their property
The owner of the product, the seller is an active subject of commerce because he offers the product, making certain marketing efforts to promote it to the market. At the same time, each of the possible sellers has their own interests in the commercial process: the manufacturer needs to sell the goods he created, the reseller helps to bring the goods to the consumer. His participation is due to the objective conditions of commodity circulation. The reseller, on the other hand, intervenes in the process of product distribution without such an objective necessity, complicating it and increasing the final price that the consumer will pay, only for his own benefit, wanting to snatch some share of the potential profit. Dealers often complicate the process of product distribution, slow down its speed, which naturally increases the cost of this process and contributes to price growth.
A passive subject of commerce, with a certain degree of conditionality, can be considered a buyer-consumer, who is the owner of money and the bearer of demand. But it should be borne in mind that an organized buyer (for example, a consumer firm), in turn, is quite actively taking a number of marketing actions aimed at concluding a deal. The buyer agrees or disagrees with the conditions proposed by the seller, he determines the quantity and quality of the purchased goods, argues about the price, puts forward counter conditions, and when an agreement is reached, he makes a purchase, i.e. pays the money and takes the goods. As we will see below, the buyer himself, on his own initiative, can offer to conclude a deal. However, the seller is in charge of the goods. The role of the individual buyer looks more passive. He has two options to influence the trading process: choose the seller and either agree to the purchase or reject it.
It must be borne in mind that the seller is always a merchant, and the buyer can also be a merchant (a reseller/dealer who purchases goods for subsequent resale), or a consumer who purchases goods to satisfy his own needs, both personal and professional.
As an object of commerce, one should consider the product and the money paid for it. The product is produced, advertised, offered to the buyer, sold (marketed), transported, stored, resold and, ultimately, consumed. A kind of castling takes place between the seller and the buyer: goods and money mutually change their owners.
On the commodity market there are two forms of commercial sale of goods: sales, i.e. sale by the manufacturer of his own products, the purpose of which is the transformation of the commodity form of capital into cash, and trade and intermediary sales, which are carried out by professional sellers - enterprises specializing in the sale of goods. These latter alternately change their status in the market, turning from a buyer into a seller until the product is sold to the final consumer. Thus, marketing is the initial stage on the way of movement of goods.
Commercial relations are based on a number of principles. These include:
a) the existence of economic, legal and financial relations purchase and sale between commercial entities based on the right of ownership;
b) the desire of the merchant to ensure his interests, regardless of whether this promotes or hinders the interests of other participants in the commercial process;
c) carrying out its strategy by any means (with the exception of those prohibited by law) up to the rigid imposition of its requirements, if the counterparties do not agree to accept the proposed conditions;
d) encouragement of business initiative, the use of intuitive decisions based on experience and knowledge of the business environment, on the one hand, and the application of scientific methods of managing the trading process, on the other;
e) willingness to take risks for the sake of the prospect of obtaining greater profits.

Commercial activity in trade is a set of sequentially performed trade and organizational operations that are carried out in the process of buying and selling goods and providing trade services for the purpose of making a profit.

Act as subjects commercial activity, i.e., it can be carried out by both trade organizations and enterprises, and individual entrepreneurs. As objects such activities should be considered goods and services.

Carrying out commercial activities, its subjects must:

• strictly observe current legislature;
• improve customer service culture;
• make effective commercial decisions to maximize profits.

Compliance with these principles will contribute to the successful fulfillment of the tasks facing commercial services, the main of which are:

• increasing the level of work on the study of market conditions on the basis of marketing research;
• timely decision-making in accordance with the current market situation;
• formation of mutually beneficial relations with partners;
• strengthening the role of contracts and strengthening contractual discipline;
• establishment of long-term economic relations with suppliers;
• increase in the efficiency of commercial activities due to the automation of individual operations.

The success of the commercial activities of trade organizations and enterprises will largely depend on the level of qualification of commercial workers, the state of the material and technical base of trade enterprises, the range of goods sold and the list of services provided, the level of competition in the market and other factors.

Commercial activity can be divided into several stages. These stages are:

• study of demand and determination of needs for goods;
• identification of suppliers of goods and establishment of economic relations with them;
• commercial activities for the wholesale of goods;
• commercial activities for the retail sale of goods;
• assortment formation and inventory management;
• advertising and information activities;
• provision of trading services.

At each of the listed stages, certain commercial operations are performed. At the same time, it should be borne in mind that the content of operations may differ depending on at what stage of the product distribution process they are carried out.

Thus, the nature and content of the operations performed in the implementation of commercial activities will depend on the chosen form of product promotion and the stage of the product distribution process at which this product is located. A more detailed description of the main elements of commercial activity is given below.

Efficient implementation commercial work possible only if there is a complete and reliable information about market conditions, i.e., socio-economic, trade organization and other conditions for the sale of goods that have developed in a certain period of time and in a particular place. To obtain such information, it is necessary to collect information about both the product itself and its manufacturers.

It is also important to have information about the social, economic, demographic and other factors that determine the demand for goods, and about the purchasing power of the population. Along with this, it is necessary to have reliable information about the capabilities of prospective competitors, which will allow you to make the right commercial decisions and occupy your own niche in the market.

The information obtained makes it possible to determine the possible volume of sales of goods on the market, to justify the range of necessary goods, that is, to calculate the need for them.

In addition, information about the state of the market contributes establishment of rational economic relations. To do this, it is necessary to study potential suppliers and choose those that will be the most profitable in the current conditions. At the same time, attention should be paid to the location of suppliers, the range and quality of the goods they offer, terms of delivery, prices, etc.

At this stage of business contracts are concluded with suppliers of goods. It is very important to agree on all the terms of the future agreement: a well-drafted agreement will allow not only to take into account the interests of partners, but also to avoid future disagreements associated with insufficient elaboration of its individual provisions.

Once signed, the contract becomes binding on the parties. Therefore, trade enterprises and organizations must carry out a constant and effective control over the fulfillment of the terms of the contract.

Following operations for the wholesale purchase of goods, a number of technological operations are performed related to the receipt of goods, unloading vehicles, acceptance of goods in terms of quantity and quality, their storage, packaging, etc. The listed operations are performed both in the wholesale and retail sectors trade. Along with the technological ones, commercial operations continue in these links.

Commercial activities in enterprises wholesale trade as the following steps includes:

• product range management;
• inventory management;
• advertising and information work;
• commercial activities for the wholesale of goods;
• provision of services to wholesale buyers.

Product range management associated with the formation of such an assortment that would best meet the demand of wholesale buyers. Taking into account their requirements, it is necessary to constantly update the range of goods in warehouses. To solve this problem, the commercial services of wholesale trade enterprises should actively participate in the formation of the assortment policy of commodity producers.

Inventory management in wholesale trade lies in their rationing, operational accounting and control over their condition. To form commodity stocks, first of all, should be based on the demand for goods. Maintaining inventory at the proper level contributes to the uninterrupted supply of goods to wholesale buyers and speeds up the turnover of goods, reducing the cost of their storage.

At the stage of wholesale of goods, an important role is played by advertising work. A well-organized, based on reliable information and timely advertising campaign contributes to an increase in demand for certain goods and has a positive effect on their sale.

One of the key stages of commercial activity is wholesale of goods. At this stage, there is a search for buyers of goods, which, as a rule, are shops, small retail trade enterprises, etc. Then, work follows to agree on the conditions and conclude an agreement, in accordance with which the sale of goods will be carried out. Effective work wholesale enterprise at this stage is impossible without the organization of control over the fulfillment of the terms of the contract.

An important place in the commercial activities of the wholesale link is occupied by service operations. Wholesale trade enterprises offer their partners services that are impossible or difficult to perform in retail trade. For example, they may be intermediary (search for suppliers of goods), advertising (holding in retail trading network advertising campaigns, exhibitions and sales with the participation of commodity producers, etc.), informational (collection and analysis of information about market conditions, marketing research, etc.), advisory (acquaintance of employees of retail enterprises with new products, rules for their operation, etc.). ) and other services.

The role of trading services is especially great in the presence of competition: wholesale buyers are interested in contacting the seller who, along with quality goods, is able to offer a set of services that best meets their requirements.

As already noted, commercial transactions in enterprises retail have their own specifics. First of all, this is due to the fact that the consumer of goods and services here is the population.

It is the requirements and demands of the population that become decisive in the formation of the assortment at retail enterprises. Of the services that a trading enterprise can provide, only buyers in demand are selected. The interests of buyers are also taken into account when choosing methods for selling goods.

It should be noted that, carrying out commercial activities, retailers can, to a certain extent, shape the needs of the population. To this end, new products are offered to customers and those that meet the approval of consumers are included in the assortment of the retailer.

When managing inventories, they proceed primarily from the fact that they are stored at retail trade enterprises in much smaller volumes and for shorter periods.

The advertising work carried out in the retail trade network also has its own characteristics, primarily related to the choice of types and means of advertising.

The development of the domestic economy during the transition to market relations led to a significant restructuring labor resources in the country - most of the active population was employed in the service sector and the circulation sector, a significant part of which is commercial activity.

The term "commerce" comes from the Latin commerce - trade. Therefore, these words are often used as synonyms, and the concept of "commercial activity" in a narrow sense is interpreted as an activity related to trade, purchase and sale of goods.[ 2 ]

Explanatory Dictionary V.I. Dahl defines commerce as "bargaining, turnover, merchant crafts." In a broad sense, commerce is often understood as any activity aimed at making a profit.

In the process of transition to the market, when the role of commercial activity of trading enterprises increased, a more complete disclosure of the essence of commercial activity was required. Professor F.G. Pankratov traced an objective approach to commercial activity and formulated it as follows: “The commercial activity of trade organizations covers the study of the demand of the population and the market for the sale of goods, the identification and study of sources of income and suppliers of goods, the organization of rational economic relations with suppliers, including the development and submission of applications to them for goods, conclusion of contracts for the supply of goods, organization of accounting and control over the fulfillment of contractual obligations by suppliers” [ 7 ]

Foreign sources emphasize a strategic approach to solving commercial problems. The concept of commercial activity was formulated by representatives of the Harvard Business School in 1958: “Commercial activity exists in order to satisfy consumer requirements with a profit.” [ eight ]

Different interpretations of commerce are determined by its many aspects. The category of commerce can be viewed from the standpoint of an entrepreneur, economist, financier, etc.

Consequently, commercial activity is a set of processes associated with the sale and purchase of goods, meeting customer demand, developing target markets for goods, minimizing distribution costs and making a profit.

The purpose of commercial activity is to satisfy the needs of customers and make a profit. This poses certain challenges for commercial services:

• - formation of relations with partners on a mutually beneficial basis, involving in the turnover the products of manufacturers and other suppliers various forms property.
• - increasing the level of work of commercial services for the study and forecasting of market capacity, development and improvement of advertising and information activities using modern marketing tools.

The subjects of commercial activity are legal entities and individuals who have legal capacity and legal capacity, i.e. have the right to own property, and the ability of a citizen to acquire rights and create legal obligations, to bear responsibility for the commission of an offense by their actions.

The objects of commercial activity in the consumer market are goods and services.

Since commercial activity is a set of operations for the implementation of commodity exchange processes, its content can be determined from the description of these operations. The operations performed in any business process included in the value chain can be divided into several blocks in accordance with the stages of their implementation presented.

Stage 1. Information Support. It is the basis for the successful implementation of commercial activities. Commercial services must have information about demand and market conditions, about the volume and structure of the production of goods and services, and information about the product itself. Great importance has information about the number and composition of the population served, its purchasing power. In addition, commercial structures operating in the market must have information about the potential of competitors.

The complexity of this work lies in the fact that these many factors are constantly changing and evolving, so their predictive value should be the basis of business activity. After analyzing the available information, proceed to the next stage of commercial activity.

Stage 1. Determination of sales volumes of goods and services. At this stage, the potential sales volume of a particular product or service is determined based on the capacity of the market (segment) in which the commercial firm operates.

Market capacity is the total volume of products that can be purchased by a consumer group (segment) in a certain geographical area for a specified period and in a specific marketing environment with a specific marketing program. There are several methods for forecasting sales volume [8], shown in Table 1

Table 1 Sales forecasting methods

• Stage 3. Selection of the most preferred business partners. This stage is associated with the study of the market environment of a commercial enterprise or, as they say, the microenvironment of a company. As a result of such a study, the company receives information about potential partners and the opportunity to make right choice, excluding the possibility of high risk and increasing the financial security of its activities.
• Stage 4. Establishment of contractual relations with suppliers and buyers. At this stage of commercial activity, the issue of concluding contracts with suppliers and buyers of goods is decided. This type of commercial activity is the most important stage in the work of a merchant. The further success of entrepreneurial activity in the field of sale of goods and services depends on the correctness of the execution of contracts and transactions. At this stage, all points related to the preparation of a draft agreement and its signing should be agreed upon. The result of it should be a signed contract for the supply of goods or the provision of services, the implementation of which must be closely monitored. At this stage, wholesale purchases of goods are completed.
• Stage 5 Carrying out trade transactions. At this stage, a whole range of technological operations is carried out related to the receipt of goods, the unloading of vehicles, the acceptance of goods in terms of quantity and quality, their storage, movement, etc.

At enterprises selling goods and services to end consumers, commercial transactions have their own specifics, which is especially true for transactions following the bulk purchases of goods. This is due to the need to manage inventory and manage the range of goods. Unlike wholesale trade enterprises, the specifics of these operations are determined by completely different sizes and structure of commodity stocks, the terms of the presence of goods at retail trade enterprises and other approaches to the formation of an assortment of goods in a retail trade network. It has its own specifics marketing activities retail trade enterprises, as well as the services they provide, since they are designed for direct consumers of goods and services - the population.

Because in retail network the process of bringing goods from the producer to the consumer is completed, commercial activities related to retail, is the most responsible. At this stage, it is very important to offer the consumer a wide selection of high-quality goods, an extensive list of services, use modern methods of sale that are convenient for the buyer, and progressive payment systems for purchases.

Commercial activities of retail trade enterprises should be carried out on the basis of marketing research. At the same time, it is necessary to focus on the interests of the end consumer, otherwise it is impossible to count on a successful commercial result.

ESSENCE OF COMMERCIAL ACTIVITIES

Market and market environment in the system of commercial relations(commercial activity in the market of goods and services)

The concept of commercial activity

In conditions market economy commodity-money relations are dominant. Therefore, almost every product of labor produced at enterprises is necessarily sold and bought, i.e. goes through the exchange phase. Sellers and buyers of goods conclude purchase and sale transactions, carry out sales and purchases of goods, provide intermediary and other services.

Commerce as a type of human activity most of us associate with trade. This is quite natural, since this term comes from the Latin COMMERCIUM (trade). However, such an interpretation of commerce as a term is too narrow and clearly insufficient to clarify the concept and essence of commercial activity.

commercial activity is part of entrepreneurial activity in the commodity market and differs from it by and large only in that it does not cover the very process of manufacturing a product or providing a service. In a broad sense, any organization that offers the products of the labor of its employees to the market, and, therefore, participates in the exchange process, can be classified as a sale entity. It is important to bear in mind that if a given entity assumes the receipt of income from the sale (marketing) of goods or the provision of services that exceed the cost of their creation, then its activity is usually classified as commercial. Similarly, an idea is formed about the activity of acquiring raw materials, materials and products for the production of goods and the provision of services.

The entrepreneur always seeks to acquire resources and use services in accordance with his own commercial interests. The task that the market puts before him comes down to the need to create a quality product and sell it profitably. Therefore, logistics (purchases, etc.), as one of the main conditions for the creation of goods, should be fully attributed to commercial activity and considered as its most important element.

The interpretation of the term “commercial” is primarily of practical importance, since the organization of the work of commercial services involves taking into account many specific features, from economic fundamentals to the structure of workflow. Professional training of commercial workers is carried out in a special way. In addition to traditional knowledge in the field of economics and management, a merchant must have a number of specific skills in the field of business communication and negotiations, be able to make non-standard decisions to identify highly profitable areas of labor application.

The professional activity of a merchant is carried out in the sphere of production and commodity circulation and is aimed at ensuring the functioning of enterprises of all organizational and legal forms in order to rational organization commercial activities, taking into account the industry, regional and nomenclature specifics of the enterprise. The merchant must, on the basis of professional knowledge, ensure efficient commercial activity and thereby contribute to the solution of an important socio-economic task - the satisfaction of the needs of buyers.

area professional activity a specialist in the field of trade is the sphere of commodity circulation, i.e. market for goods and services.

Market- this is:

exchange of goods and services, organized according to the laws of commodity production and circulation

The mechanism of interaction between buyers and sellers, the relationship of supply and demand.

a set of transactions, acts of purchase and sale of goods and services

Commodity production functions as a result of the action objective economic laws:

The law of value requires that the exchange of goods be carried out in accordance with the quality and quantity of labor expended on their production;

Supply and demand is an objective law that determines the relationship between sellers and buyers;

· the law on monetary circulation - regulates the amount of money that society needs in a further historical period.

Classification of markets according to the form of competition:

highly competitive,

Monopolistic competition with product differentiation

oligopolistic

monopolized (pure monopoly).

Table 1.1

The most important characteristics of the main types of market structures

Subjects of commercial activity.

Trading entities are enterprises and organizations engaged in entrepreneurial activities, consumers of goods and services.

Company– an independent business entity with the rights of a legal entity (legal entity, organization, such as LLC) or individual(enterprise of an individual entrepreneur), producing products, goods, services, performing work, engaged in various types of economic activity.

Consumer- a citizen who intends to order or purchase, or ordering, acquiring or using goods (works, services) solely for personal, family, household and other needs not related to business activities .

Characteristics of the forms of entrepreneurial organization

Enterprise activities

The form	Members	A responsibility	Establish. the documents	Number of participants	Capital, property
Individual entrepreneur(hereinafter - IP)	Citizen	The sole proprietor is liable with all his property	Not	1 member.	There is no authorized capital as such. The entrepreneur is liable for his obligations with all his property.
General partnership	Individual entrepreneurs and commercial organizations.	Participants jointly and severally exercise subsidiary liability with their property	Memorandum of association	Several participants, if 1 remains, then must be liquidated or converted to another form	Each participant contributes to the “share capital”.
Faith partnership	2 types of participants - full comrades and contributors	General partners jointly and severally exercise subsidiary liability. Investors risk only their own deposit	- “-	If there are no investors left, then the limited partnership must be liquidated or transformed	- “-
Limited Liability Company (hereinafter - LLC)	Citizens and any legal faces	Participants bear the risk in the amount of their contributions	Memorandum of association, charter.	1 or more participants, but not more than 50	The minimum authorized capital is 100 minimum wages, i.е. 10 thousand rubles
Additional Liability Company (hereinafter - ALC)	- “-	ALC participants are jointly and severally liable with their property in a multiple of the value of their contributions	- “-	- “-	- “-
Closed Joint Stock Company (hereinafter - CJSC)	Citizens and any legal faces. Members are called shareholders	Participants are not liable for the obligations of the CJSC with their property and bear the risk of losses in the amount of the value of their shares	Charter	1 or several participants, but not more than 50, if there are more participants, then it must be liquidated or transformed into an OJSC	The authorized capital is formed. The minimum authorized capital is 100 minimum wages, i.е. 10 thousand rubles
Open Joint Stock Company (hereinafter - JSC)	- “-	- “-	- “-	Any number of participants	The authorized capital is formed by buying shares. The minimum authorized capital is 1000 minimum wages, i.е. 100 thousand rubles
Production cooperative	Citizens. However, the law and the charter may provide for the participation of legal entities. persons	Members of a cooperative bear subsidiary liability with their property, the amount and procedure for liability must be established in the charter	Charter	Number of members production cooperative cannot be less than 5.	The property of the cooperative is divided into shares of its members. The share consists of the share contribution and the corresponding part net assets(except for the indivisible fund).

Objects of professional activity The merchant's assets are tangible goods and intangible goods and services subject to sale or exchange in the sphere of circulation.

Product is a human product, produced for sale. However, people in the market do not acquire goods, but their functional ability to satisfy a certain human need or need. A product is anything that can satisfy a need or need and is offered to the market for the purpose of attracting attention, acquisition, use or consumption.

Goods and services can be various uses:

consumer use: long-term use (cars, furniture, household appliances, clothing, etc.), short-term use (food, cosmetics, detergents), services (training, tailoring, dry cleaning, etc.);

· industrial purpose: main equipment, auxiliary equipment, components and assemblies, basic materials, auxiliary materials and raw materials, industrial services, etc.

A product as an object of commercial transactions (purchase and sale transactions) has potential and real utility.

Potential usefulness of the product(services, etc.) or the ability of any product of labor to satisfy individual specific needs, taking into account affordability, is determined by its two integral characteristics: quality and price. The ratio between them, which has developed in a particular market situation, makes it possible for a potential consumer to solve a fundamental issue - whether he needs and whether this proposed product is available to him ?

Real utility The product appears at the moment of its acquisition by the consumer (sales by the seller), i.e. as a result of the exchange.

The prerequisites for a potentially useful product to become really useful for the buyer are:

the presence of a given product of potential utility, the correspondence of its consumer properties to existing requests, i.e. Availability internal factor, influencing the preliminary choice of the buyer;

The presence of a seller of a sufficient amount of potentially useful goods in the right place and at the right time or external conditions for the implementation of the choice.

Creating conditions for the realization of the potential usefulness of the product is the most important task of commercial activity. It is for these purposes that the corresponding sales services are formed, accumulate inventories, trade and intermediary firms are created.

The service is defined as follows: Service - any activity or benefit that one party can offer to another that is essentially intangible and does not result in ownership of anything.

Services have four characteristics that must be considered when designing marketing programs.

Intangibility

Services are intangible. They cannot be seen, tasted, heard or smelled until they are purchased.

Inseparable from the source

A service is inseparable from its source, while a material product exists regardless of the presence or absence of its source.

Variation in quality

The quality of services varies widely depending on their providers, as well as the time and place of provision.

Perishability

Service cannot be stored

Purchasing activities

Sales activity.

Sales is a process consisting of a number of functions, and sale is the final part of the sale, when the goods become the property of the buyer.

Sales business activities include next steps:

Assortment planning;

sales planning;

establishment commercial relations with buyers;

conclusion of contracts;

operational and marketing activities: development of plans - shipment schedules finished products, acceptance of finished products, preparation of goods for shipment to customers, control over the fulfillment of orders, etc.

Sales planning it is advisable to carry out in the following directions: on a well-known market and on a free market. Under famous market orders are implied government organizations, military orders and supply under long-term contracts. The main thing in planning sales in a known market is the development of a portfolio of orders for the enterprise.

Enterprise Order Portfolio- this is the quantity of products that must be produced in a certain period of time and delivered to customers in accordance with orders or concluded contracts.

When forming a portfolio of orders, supplier enterprises take into account the norms for ordering products and transit norms. Order rate- this is the minimum quantity of a certain type of product, less than which the supplier plant does not produce and does not deliver to one addressee. transit rate- represents the minimum quantity of products that the supplier enterprise ships to one address.

In case of underutilization of production capacities, the enterprise can accept an additional order for the manufacture of products required by the customer.

Forecasting sales of products;

development of sales plans;

selection of the most effective distribution channels;

distribution of sales volume of goods by regions.

Determination of the objective selling price of goods.

Sales forecasting. Market forecasting of sales of products is possible using non-quantitative and quantitative methods. Non-quantitative forecasting methods are based on expert assessments of senior managers, opinions sales agents and buyers. These methods have their advantages and disadvantages. The advantages include: relatively inexpensive, efficiency in obtaining results. Disadvantages: subjective evaluation. For example, the method expert assessments Delphi. Opinions are collected through a written questionnaire. At the same time, each expert makes his own forecast independently of the others.

Quantitative forecasting methods sales volume: methods of extrapolation, correlation and regression analysis, time series analysis, Box-Jenkins method. For example, the extrapolation method is based on the study of past and present patterns of development of the studied economic phenomenon and the distribution of these patterns to the future, based on the fact that they can be stable for a certain period of time.

Development of a marketing plan. Important integral part sales planning is a system of plans that includes planning:

1) assortment;

2) distribution channels;

3) a system of measures to stimulate sales (promotion channels);

4) selling prices;

5) sales of products.

The implementation of sales plans must be constantly monitored, quarterly plans must be adjusted in accordance with the results achieved in previous periods. For example, if by the end of the first quarter it became known that it was impossible to fulfill the plan for the second quarter, then it is adjusted downward, taking into account the current situation. Thus, it is necessary that the marketing plan be flexible.

Choice of distribution channels

Distribution channels(commodity distribution channels, commodity distribution network) - these are all organizations acting as intermediaries or sales participants, assuming or helping to transfer ownership of the goods to another person; it is the path that goods take from the supplier to the final consumer.

The choice of the optimal structure of distribution channels and its management are the primary tasks facing strategic management enterprises. Below is a diagram showing the process of building the structure of distribution channels (Fig. 4.2).

Distribution channel length. Means the number of links or levels that the product passes before it reaches the final consumer. Long distribution channels, as a rule, provide a high saturation of the market with the company's goods, but increase its final cost for the consumer due to a higher trade margin at all levels of distribution.

Distribution channel width. Indicates the number of resellers at each distribution level. The wider the channel, the more market saturation it will provide, but at the same time, the more customers the company will have to serve and the more likely it is that conflicts will arise between its various participants in the distribution structure, which will necessarily affect the company's activities.

The level of the distribution channel is understood as any intermediary who performs this or that work to bring the goods and ownership of it closer to the final buyer. Under the level of the distribution channel is understood (Fig. 4.7):

Zero level channel

Single layer channel

Bilayer channel

Three-level channel

Fig.4.7. Types of channel levels

commercial operations

Through transactions, the normative process of property relations in society is carried out: citizens use the services of consumer services, retail trade, transport, communications, dispose of their property. Various organizations enter into relationships related to the supply of goods, construction, transportation of goods, purchases necessary materials etc. At the same time, citizens and legal entities perform a wide variety of actions, as a result of which rights and obligations arise, change and terminate.

Deals actions of citizens and legal entities aimed at establishing, changing or terminating civil rights and obligations are recognized (Article 153 of the Civil Code of the Russian Federation). At the same time, in Art. 153 of the Civil Code refers not only to citizens and legal entities of the Russian Federation, but also to foreign citizens and legal entities, as well as stateless persons, unless otherwise provided federal law. In addition, transactions can be made by other participants in relations regulated by civil law. Russian Federation, municipalities.

Deal is an action aimed at achieving a certain legal result.

The most common are bilateral and multilateral transactions (contracts) - purchase and sale, rent, insurance, contracts, joint activities, etc. To complete such transactions, it is necessary to coordinate the will of two or more parties.

Depending on the presence or absence in the transaction of an indication of the due date, or the possibility of determining it from its content, transactions are divided into definitely urgent and indefinitely urgent.

In a definite urgent deal the term for the fulfillment of obligations under it is indicated, or can be determined from its content.

Commitment to indefinitely urgent the transaction must be executed within a reasonable time after the obligation arises (clause 2, article 314 of the Civil Code of the Russian Federation). The term is determined taking into account the essence of the obligation and other circumstances that may affect its fulfillment. An obligation not performed within a reasonable time, as well as an obligation, the term for the performance of which is determined by the moment of demand, must be performed by the debtor within seven days from the date the creditor presents a demand for its performance, unless the obligation to perform within another period arises from legislation, the terms of the obligation, or business customs. turnover or substance of the obligation.

Essence and types of contracts.

Treaty determines the scope of the rights and obligations of participants in civil legal relations, the procedure and conditions for the fulfillment of an obligation, responsibility for their failure to fulfill or improper fulfillment.

1) sale and purchase agreement

2) supply contract

3) barter agreement

4) commission agreement

5) lease agreement

6) property insurance contracts

7) contract for the carriage of goods

8) Contract for the carriage of passengers

9) Storage agreement

Under an exchange agreement each party undertakes to transfer ownership

the other side one commodity in exchange for another. Each party acknowledges

the seller of the goods that she undertakes to transfer, and the buyer of the goods, who

which she agrees to accept in exchange.

Under a commission agreement one party (commission agent) undertakes on behalf of

other party (committent) for a fee to commit one or more

how many transactions in his own name, but at the expense of the committent. The subject of the agreement is

mission is to provide legal services in the field of trade.

Under a lease agreement the lessor undertakes to provide the lessee with the property for a fee for temporary possession and use.

Land plots, enterprises, buildings,

structures, equipment, vehicles and other things that are not

lose their natural properties during their use.

Insurance- this is a kind of necessary socially useful activity

the degree to which citizens and organizations insure themselves and their

property from adverse effects by making cash contributions

to a special fund of a specialized organization (insurer) providing

insurance services, and this organization upon the occurrence of these consequences

pays at the expense of this fund to the insured or other person

the stated amount.

Features of the property insurance contract are:

1. the insured has a special property interest in the conclusion

agreement. Such interests include the risk of loss (death), shortage

or damage to certain property (Article 930 of the Civil Code);

2. property insurance is intended to compensate for the

losses, rather than extracting additional income. This is its main function.

When insuring property or business risk, if

not otherwise provided by the insurance contract, the sum insured must not exceed

to increase their actual value (insurance value).

Under a contract for the carriage of goods the carrier undertakes to deliver the entrusted

to him by the sender the cargo to the destination and issue it to the authorized

receipt of the goods to the person (recipient), and the sender undertakes to pay for this

transportation the established payment (item 1 of item 785 GK). Conclusion of an agreement

transportation of cargo is confirmed by the compilation and issuance of the transport to the sender of the cargo

tailor's waybill, which simultaneously serves as confirmation of the conclusion

agreement.

Under the contract, the carrier undertakes to transfer the passenger to the point of destination, and in case of check-in by the passenger of the baggage, also to deliver this baggage to the point of destination and give it to the person entitled to receive the baggage; the passenger, in turn, undertakes to pay the established fare, and when checking in luggage, for the carriage of luggage. This contract, unlike the contract for the carriage of a specific cargo, is consensual, i.e., after purchasing a ticket or a baggage check, the contract is considered concluded, and the passenger receives the right to demand

from the carrier to fulfill his obligations.

Storage agreement belongs to the service contracts. Under the storage agreement, one party (the custodian) undertakes to store the thing transferred to it by the other party (the bailor) and return this thing in safety (clause 1 of article 886 of the Civil Code). Elements of the agreement: The parties to the storage agreement are the bailor and the custodian. The depositor can be any individual or legal entity, including not necessarily the owner of the property, but also another authorized person (tenant, carrier, contractor, etc.). The subject of the contract is formed by storage services, which the custodian provides to the bailor. The object of the service itself is a variety of things capable of spatial movement.

Settlements for collection.

Collection settlements are a banking operation through which the bank (hereinafter referred to as the issuing bank), on behalf of and at the expense of the client, on the basis of settlement documents, performs actions to receive a payment from the payer. For collection settlements, the issuing bank has the right to involve another bank (hereinafter referred to as the executing bank).

Unlike the widespread form of payment by payment orders, when the bank is instructed to transfer funds, the reverse operation takes place here - the person who is the creditor under the agreement instructs the bank to receive funds from the debtor.

Settlements for collection are carried out on the basis of payment requests, the payment of which can be made at the order of the payer (with acceptance) or without his order (without acceptance), and collection orders, the payment of which is made without the order of the payer (in an indisputable manner).

In terms of transactions, these two instruments are very similar. The choice of tool used is determined by:

- firstly, legislative acts that determine the cases when payment requests (without acceptance) and collection orders should be used;

- secondly, agreements between the payer and the recipient, when they have the right to choose the form of payment and instrument.

Collection orders are used for collection settlements in cases where stipulated by the agreement, and settlements according to the orders of the exactors of funds. The recipient of funds may be a bank, including the payer's bank.

The sequence of operations and document flow when using collection orders is similar to that in settlements with payment requests without acceptance (Fig. 12).

Rice. 12. Scheme of document flow in settlements by collection orders: 1 - the occurrence of a taxpayer's debt to the budget and / or extra-budgetary fund; 2 - issuance of a collection order addressed to the payer; 3 - provision of a collection order to the payer; 4 - write-off Money from the payer's account and transfer to the beneficiary's bank; 5 - provision of an extract from the payer's account on debiting funds; 6 - crediting funds to the recipient's account with the provision of an account statement

Collection orders apply:

1) in cases where an indisputable procedure for collecting funds is established by law, including for the collection of funds by bodies performing control functions;

2) for recovery under executive documents;

3) in cases stipulated by the parties under the main agreement, provided that the bank serving the payer is granted the right to debit funds from the payer's account without his order.

When making non-cash payments in the form of a transfer of funds, at the request of the recipient of funds, a payment request or other order of the recipient of funds, drawn up in accordance with paragraph 1.11 of this Regulation, is applied.

If the recipient of the funds is a bank, the debiting of funds from the bank account of the client-payer, if there is a pre-given acceptance of the payer, can be carried out by the bank in accordance with the bank account agreement on the basis of a bank order drawn up by the bank.

Details, form (for a payment request on paper), numbers of details of the payment request are established by appendices 1, 6 and 7 to this Regulation.

The payment request is drawn up, presented, accepted for execution and executed in in electronic format, on paper.

A payment request may be submitted to the payer's bank through the beneficiary's bank.

A payment request submitted through the beneficiary's bank is valid for submission to the beneficiary's bank within 10 calendar days from the date of its preparation.

Table 1

The main cases of direct debiting

Company	Case of direct debiting of funds
Rail transport	Collection of fines
Road transport	Settlements with consignors and consignees for services rendered, as well as collection of fines
Energy, gas, water supply and sanitation	Settlements with consumers (except budget organizations) for electricity and thermal energy as well as water supply and sanitation services
Connections	Settlements with consumers for communication services
Nuclear power plants	Settlements with electricity consumers nuclear power plants
lessor	Collection of amounts from lessees

When paying by checks, the client receives a checkbook from the bank with an indication of the amount deposited by the bank, within which he can issue checks (limited checkbook). The checkbook amount may not be deposited in a separate deposit account.

Most simple circuit, reflecting the sequence of operations and document flow using a check from a limited checkbook, is shown in fig. eight.

Rice. 8. Scheme of payments by checks: 1 - submission to the bank of an application for a checkbook; 2 - transfer of a payment order for debiting funds from the current account and crediting them to the deposit; 3 - depositing funds in a bank; 4 - issuance of a checkbook to the checker (limited); 5 - shipment of goods and / or provision of services; 6 - payment for goods and / or services rendered by check; 7 - providing the bank with a register of checks for payment; 8 - presenting a request for payment; 9 - transfer of funds to the check holder's bank; 10 - crediting funds with the provision of an account statement

6. Fair and exhibition trade.

The conclusion of contracts for the supply of goods at wholesale exhibitions and fairs is a fairly effective form of wholesale purchase of goods. The progressiveness of exhibitions-fairs is determined by the fact that wholesale buyers have the opportunity to freely choose and purchase the necessary goods, having familiarized themselves with their samples presented by suppliers; systematize all the necessary information of the commercial plan; promptly discuss the terms of delivery of goods necessary for buyers and quickly conclude single or multiple transactions.

fair view bulk purchases goods allows you to strengthen commercial contacts between suppliers and wholesale buyers, promptly bring to manufacturers fresh information about the emerging market conditions. In the process of discussing interaction issues, the influence of buyers (in some cases, pressure) on suppliers in terms of the release of competitive and high-quality goods increases, and there is an opportunity for a more timely and flexible response to a possible change in consumer demand.

Depending on the period of operation (duration), wholesale exhibitions-fairs are permanent and one-time (that is, auctions held occasionally). Bidding is becoming more and more widespread in the conditions of building up the muscles of the Russian economy. Episodic exhibitions-fairs can be held at different intervals (say 2-4 times a year).

In terms of the coverage of the manufacturing enterprises represented at them and the scale of their activities, wholesale exhibitions-fairs are international, national (national) and regional. Foreign firms and companies can be represented as participants in international wholesale exhibitions-fairs. Domestic manufacturers of goods, as well as other wholesalers - sellers and buyers, can take part in wholesale exhibitions-fairs of a national (national) scale. At these fairs, goods produced in various regions of Russia are exhibited. As for the regional exhibitions-fairs, which are of local importance, then they are transactions for the sale of goods that are produced by local manufacturers.