Fergana polytechnical institute faculty management in production department "economy" methodological instruction

Rice. 8.1. Diagram of push and pull strategies

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   Task 6. Line up in a logical chain the following main decisions that must be made to organize the management of the company's trading apparatus (Fig. 8.2):
   

1. Control over the work of sales agents;
2. Setting tasks for the trading apparatus of the company;
3. Attracting and selecting sales agents;
4. Evaluation of the effectiveness of sales agents;
5. Training of sales agents; the choice of the basic principles of the operation of the trading apparatus, its structure, size and system of remuneration of trade workers.

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Rice. 8.2. Scheme of the organization of management of the trading apparatus of the company

Lesson number 9. The system of electronic commerce.
Issues for discussion.
E-commerce and its main content. E-commerce system and its features. Legislative system of electronic commerce. Organization of e-commerce management. Ways to develop e-commerce. Electronic digital signature. Information Security. Electronic payments. Risks in the field of information and data transmission.
Key Concepts
E-commerce or electronic commerce is an entrepreneurial activity that, in one way or another, is related to the distribution, advertising, promotion, sale of services or goods over the Internet. To simplify, any activity with a commercial bias in the global network falls under the definition of online commerce. This sphere originated in the USA, then received development in Europe and in the late 90s of the last century began to actively develop in China and Russia.

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  E-commerce brings together such global categories as online sales, internet banking, ticket and hotel reservations, payment system transactions, online marketing and advertising.
  
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  In technical terms, e-commerce on the Internet stands on three pillars - a server, a database, and a system for delivering a product or service to a customer. The first component is critical - a high-quality and fast server. The database is needed by large objects, and the delivery of electronic goods or services does not require complex logistics.
  
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  How do different generations spend online?
  
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  Only 9.6% of Gen Zers report shopping in brick and mortar stores - significantly less than their older generations (Millennials 31.04%, Gen X 27.5% and Baby Boomers 31.9% respectively).
  
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  Generation Z respondents spend 8% more of their discretionary income online each month than the global average and tend to prefer online purchases to offline purchases.
  
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  Only 56% of Gen Z consumers have made a brick-and-mortar purchase in the last six months, compared to 65% of all respondents.30% Generation Z shoppers have seen product ads on social media, and 22% have visited at least one of a brand's social channels before making a purchase in a store.
  
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  Only a quarter (27%) of baby boomers or older people consider the availability of funding to be an important factor.
  
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  As the online experience becomes more and more fluid, brands will look to create moats around them with high-quality and interactive offline apps. To cater for all the offline experience needs, expect an increase in hiring from the older generation that once built retail experience meccas in their heyday.
  
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  How do Americans spend money online?
  
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  80% of US Internet users have made at least one online purchase.
  
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  There are over 95 million Amazon Prime members in the US.
  
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  On average, two in five US consumers (41%) receive one to two packages per week from Amazon. This number rises to half (50%) for consumers aged 18-25 and 57% for consumers aged 26-35.
  
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  83% of US online shoppers expect to report their purchases regularly.
  
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  61% of US consumers say they have written to a business in the last 3 months.
  
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  70% of US consumers who send messages to businesses expect a faster response than they would if they were using a more traditional way of communicating.
  
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  69% of US consumers who message a business say that being able to tell a business helps them feel more confident about a brand.
  

79% of US consumers said free shipping would increase their likelihood of shopping online.

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  54% of US consumers under 25 say same day delivery is their number one shopping driver.
  
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  Only 15% of US consumers said that online stores always offer shipping options that meet their expectations for delivery speed, compared to 30% who report the same for Amazon.
  
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  53% of US online shoppers won't buy a product unless they know when it will be delivered.
  

54% of US online shoppers will reorder from a retailer who can predict when a package will arrive.

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  42% of US online shoppers have returned an item they bought online in the last six months.
  
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  63% of US online shoppers said they wouldn't make a purchase if they couldn't find a return policy.
  
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  Nearly 70% of US online shoppers said their last return experience was "easy" or "very easy" and 96% would buy from this seller again based on that experience.
  
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  59% of US online shoppers said they want to be notified about the status of a return.
  
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  41% of US online shoppers said they "restrict" at least some online purchases ("bracketing" means buying multiple versions of the same product and then returning those that don't work).
  
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  58.6% of US online shoppers have abandoned a cart in the last 3 months because "I was just browsing/not ready to buy".
  
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  29% of US online shoppers use or plan to use chatbots to shop online.
  
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  The top three reasons US online shoppers abandon carts at checkout are high additional costs, the need to create an account, and the complicated checkout process (these are survey results after the "I was just browsing / not ready to buy" message was removed. Segment).
  

Marketing and advertising expenses