Organization commercial resultsevaluation procedure

Abstract

Importance: evaluation of the results and effectiveness of a company’s commercial activities is the basis for making management decisions at both the operational and strategic levels. Purpose: such an assessment should combine the properties of universality, complexity and low labour intensity during its implementation; it should be carried out based on the available data and at the same time give an objective result. Research design: the author proposed a set of indicators that meet the specified requirements.In total, it is proposed to use 27 indicators, divided into four groups: indicators of economic efficiency; business activity; company competitive position in the market; financial condition. In some cases, the valuation may be complicated because of the impossibility of directly assessing the market share of the company.According to the author, the complexity of the calculations does not exceed 2-3 hours. Results: аs a result, a comprehensive assessment of the results of the company’s commercial activity is formed, which allows not only comparing different companies regardless of size and industry, but also identifying weaknesses in the operation and reserves for increasing the efficiency.