Essence features organizational forms of commercial activity. Essence of commercial activity

What is commerce? The ability to resell more expensive? To some extent yes, but not only that. The concept of "commerce" is much broader, deeper in content and ability to carry it out.

Commerce is a kind of commercial enterprise or business, but a noble business, the business that is the basis of any truly civilized market economy.

Commerce - words of Latin origin (from Latin commercium - trade). However, it must be borne in mind that the term "trade" has a dual meaning: in one case it means an independent branch of the national economy (trade), in the other - trade processes aimed at the implementation of acts of sale and purchase of goods. Commercial activity is associated with the second concept of trade - trading processes for the implementation of acts of sale and purchase for the purpose of making a profit.

The Explanatory Dictionary of V.I. In other words, these concepts involve the implementation of acts of sale with the intention to buy cheaper and sell more expensive. In a broad sense, commerce is often understood as any activity aimed at making a profit.

However, this broad interpretation commercial activities is not consistent with the previously outlined approach to commerce as trading processes for the implementation of acts of sale of goods.

Commercial activity is a narrower concept than entrepreneurship. Entrepreneurship is the organization of economic, industrial and other activities that bring income to the entrepreneur. Entrepreneurship can mean the organization of an industrial enterprise, a rural farm, a trading enterprise, a service enterprise, a bank, a law office, a publishing house, a research institution, a cooperative, etc. Of all these types entrepreneurial activity only trading is a purely commercial activity. Thus, commerce should be considered as one of the forms (types) of entrepreneurial activity. At the same time, in some types of entrepreneurial activity, transactions can be carried out for the purchase - sale of goods, raw materials, prepared products, semi-finished products, etc., i.e. elements of commercial activity can be carried out in all types of entrepreneurship, but are not decisive or main for them.

Consequently, 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 act of purchase and sale of goods is based on the basic formula of commodity circulation - a change in the form of value:

D - T and T "- D"

It follows from this that commercial work in trade is a broader concept than a simple purchase and sale of goods, i.e. in order for the act of sale to take place, a trade entrepreneur needs to perform some operational, organizational and economic operations, including studying the demand of the population and the market for the sale of goods, finding suppliers and buyers of goods, establishing rational economic relations with them, transporting goods, advertising and information work for the sale of goods, the organization of trade services, etc.

Simply reselling goods for profit, or otherwise "making" money out of nothing, is essentially a speculative transaction that does not constitute a useful commercial activity (noble business).

Tasks and essence of business management

The activity of a commercial enterprise does not proceed independently. It is directed by people, regulated and controlled by them.

Management is a conscious human impact on objects and processes in order to give the enterprise a commercial orientation and obtain certain results.

As the complexity of production, management has become a special category, involving more and more participants. In the management of the enterprise, there are two parties: managers and managed. Those who manage are usually called subjects of management, they include administrators, managers, managers. The objects of management are those who are managed - workers, collectives, and what is managed - the economy, business, the trading process. The interaction of subjects and objects through control actions and feedback allows you to purposefully manage the comprehensive activities of the enterprise. Control actions are represented by laws, decrees, plans, programs, resolutions, standards, recommendations, instructions, material and financial incentives. Feedback- these are the results of direct observations and control by the subject of management, statistical and current reporting, accounting documentation. In the new business environment trade enterprises many methodological and practical provisions of domestic management turned out to be unacceptable. This is due to the fact that the science of management in our country has been developed with a focus on the interests of the state. Approaches to the formation of fundamental principles and methods were deliberate and were aimed at enterprise management processes state form property.

The market management system has acquired particular importance in Russia in connection with the transition to a market economy. In market conditions, there is a need to expand managerial tasks, the development of new techniques and management methods suitable for a variety of forms of ownership and the development of commercial activities of commercial enterprises. In other words, a constant search for ways to improve management is expected. The process of managing a trading enterprise should be based on market principles and methodology modern management. Foreign management science has come a long way in its development. The prerequisites for this were:

economic laws of the market;

the dynamism of the consumer market;

hierarchical construction of the management structure with a focus on strategic course in the activities of the enterprise;

organization of the enterprise, determined by its integration and adaptability to changes external environment;

initial and resulting parameters.

A. Fayol created the theory of management social production, which formulated the principles of management based on the use of potential resources of the enterprise. He singled out five initial functions in management: planning, organization, command, coordination and control. The objective need to create a management system consisting of interacting processes is disclosed by M. Kh. Meskon in his work “Fundamentals of Management”: “Management is a process, because work to achieve goals is not some kind of one-time action, but a series of interrelated continuous actions . These activities, each of which is a process in itself, are essential to the success of the enterprise. They are called managerial functions. Each managerial function is also a process, because it also consists of a series of interrelated actions. The management process is the total sum of all functions.

The above theoretical provisions give an idea of the approaches to managing the commercial activities of an enterprise in market conditions. A market-oriented management system means not only the organization of the structure and the interconnected set of involved processes of the enterprise, but also their combination with all external factors. The management of commercial activity sets as its immediate task the introduction of a certain order in commercial and trade processes, the organization of joint actions of the employees participating in these processes, and the achievement of coherence and coordination of actions. At the same time, management is aimed at optimizing the work of employees in order to increase the efficiency of commercial processes and achieve the ultimate goals of the enterprise.

AT modern conditions the activities of a trading enterprise are related to entrepreneurship, commerce, econometrics, economic cybernetics and informatics. This determines a new qualitative level and economic growth of the market. Should be constructed accordingly organizational structure management of a trading company.

Commercial activities of trading enterprises have much in common. However, specific management decisions, developed and implemented by some trading enterprises, cannot always be used by other enterprises. This is due to environmental factors at the stage of transition to a market economy, primarily changes in the consumer market. In addition, the internal conditions for the functioning of a trading enterprise also change over time. Therefore, the control process must be determined by the parameters environment and their variables within the trading enterprise.

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 implies permanent grades 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 operate on a 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. Gross profit wholesale and retail trade reached 3718 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 deriving 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 important role play property relations. 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 mandatory registration with the judicial authorities in the manner prescribed by law.
The most important category of commerce is property, which is the inalienable right of a natural or legal person to use it for his 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 systematically obtaining 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; unitary is the state or municipal enterprise, whose property 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) - a legal 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 marketing and retail trade enterprises, as well as some part wholesalers;
joint-stock company (JSC) - a business company, authorized capital which 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 in the early 1990s 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 involved in the marketing of manufactured products also belong to various forms of ownership: state (federal and municipal), mixed, private and joint ventures. Along with individual manufacturing plants commercial type commercial entities include various associations: concerns - industrial complexes; conglomerates - diversified associations; consortia - associations of enterprises on a contractual basis to perform a specific task; financial and industrial groups (FIGs) - an association of production, investment and credit and financial enterprises and institutions in the form 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). concept commercial enterprise often coincides with 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.
An entrepreneur engaged in commercial activities has a twofold 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 whom have their own or leased sales and purchasing network. Typically, distributors have ownership rights. Another participant in the trade 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 sales and after-sales services, has become widespread. 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 essential condition 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 good, 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 operation is the actions of commercial entities: 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 make a big profit, then he is forced to better (more fully) satisfy 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 customer value(utility) and intended for sale are 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 business entities are entrepreneurs who produce a product/service for resale and become sellers, businesses and individuals acquiring goods for the purpose of further resale (dealers and speculators-dealers). The seller can be any owner of the property, in particular:
manufacturer - an industrial, agricultural, construction and other manufacturing enterprise, or an individual selling the products produced by him;
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 need, 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.
In the commodity market, there are two forms of commercial sale of goods: sales, i.e. manufacturer sale own products, the purpose of which is the transformation of the commodity form of capital into a monetary one, and the trade and intermediary sale, which is 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 of sale and purchase 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.

Define business activity. Explain the essence of commercial activity. Outline the goals, objectives and functions of the commercial activity. Analyze the role of commercial activity in a competitive environment.

Answer:

There are various definitions of commercial activity in the economic literature. The term "commerce" (from the Latin commercium - trade) has a dual meaning: firstly, it covers the trade sector, and secondly, trading processes aimed at activating and implementing the purchase and sale, accompanied by business deal, exchange and promotion of goods to the end consumer. In this case, in a market economy, the common medium of exchange is money, and the place of exchange of goods for money is the market, which most fully reflects commercial activity.

On the basis of the foregoing, it is possible to formulate the concept of commercial activity in the market of goods and services, which best reflects its essence and specific features.

Commercial activity in the market of goods and services- organizational and economic operations that serve the exchange, the commission of acts of sale in order to obtain profit (benefits) through the best satisfaction of consumer demand with a high culture of service.

Essence of commercial activity

Commercial activity acts as a way to implement commercial relations between market entities, which become dominant in a market-oriented economy. These relations are designed to stimulate production, develop needs, and activate commodity-money exchange. Therefore, commercial activity, being an objectively necessary category of a market economy, has a priority and occupies a leading position.

The essence of commercial activity is an integrated approach to organizing a set of commercial processes and operations aimed at performing commercial functions in the implementation of commodity-money exchange in all its phases.

CA includes processes and operations of an organizational, managerial, legal and economic nature. She does not cover technological operations, performed along the entire path of the movement of goods from production to the consumer, such as loading, unloading, packaging, packaging, storage, sorting, preparation of goods for sale. These operations reflect the technology of trading processes. Commercial activity and technology of trading processes are interconnected, but each of them has its own place and functions.

The main purpose of the CD- receiving maximum profit at minimal cost through the best satisfaction of customer demand with a high culture of service. It can be implemented in various fields activities: production, trading, financial, exchange, intermediary, etc. Most often, entities are forced to engage in several types of activities, diversify them in response to market changes.

Despite the increasing role of commercialization, the solution of social problems is also important.

Business objectives:

1. formation of relations between economic entities on the market on a mutually beneficial basis;

2. Increasing the role of supply contracts, strengthening contractual discipline:

3. development of stable direct economic ties, increasing their efficiency;

4. protecting the interests of consumers, ensuring their priority;

5. introduction of progressive methods of wholesale and retail trade;

6. increasing the level of work on the study of demand, the economic justification of the need for goods;

7. improvement of the mechanism for managing commodity resources, supply and demand, the formation of a competitive assortment;

8. sales promotion of goods, service maintenance, provision of additional services;

9. timely and adequate response to changes taking place in the market.

Functions of commercial activity:

1. substantiation of the behavior of a trade organization in the market, strengthening its influence on it in order to optimize the assortment and profits, increase competitiveness, and the level of trade services;

2. an integrated approach to the organization of commercial activities;

3. management of purchase and sale in order to ensure the economic interest of all participants in the commercial process, the stability of economic relations;

4. study and development of potential needs, markets, segments in order to form competitive advantages;

5. optimization of costs associated with commercial activities, preparation, execution of commercial transactions.

In a market economy, commercial activities should use more economic methods management focused on making a profit through meeting consumer demand. In this regard, there is a need improve business as follows:

1. adapt commercial functions, operations to market conditions;

2. effectively meet existing needs;

3. shape competitive advantages goods;

4. calculate commercial risks and take proactive measures to reduce them;

5. achieve the main commercial goal - profit maximization;

6. develop demand, create competitive advantages;

7. constantly improve the skills of employees of commercial services, providing creative, innovative approach to the solution of the tasks.

graduate work

1.1 Features and nature of commercial activities

Commerce is a kind of commercial enterprise or business, but a noble business, the business that is the basis of any truly civilized market economy.

Commerce is a word of Latin origin (from Latin commercium trade). However, it must be borne in mind that the term "trade" has a dual meaning: in one case it means an independent branch of the national economy (trade), in the other, trade processes aimed at the implementation of acts of sale and purchase of goods. 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.

However, such a broad interpretation of commercial activity is not consistent with the previously outlined approach to commerce as trading processes for the implementation of acts of sale of goods.

Commercial activity is a narrower concept than entrepreneurship.

Entrepreneurship is the organization of economic, industrial and other activities that bring income to the entrepreneur. Entrepreneurship can mean the organization of an industrial enterprise, a rural farm, a trading enterprise, a service enterprise, a bank, a law office, a publishing house, a research institution, a cooperative, etc. Of all these types of entrepreneurial activity, only trading is a purely commercial activity. Thus, commerce should be considered as one of the forms (types) of entrepreneurial activity. At the same time, in some types of business activities, transactions for the sale and purchase of goods, raw materials, prepared products, semi-finished products, etc., can be carried out, i.e. elements of commercial activity can be carried out in all types of entrepreneurship, but are not decisive or main for them.

Consequently, commercial work in trade is a vast area of operational and organizational activities of commercial enterprises and profit. Vidyagin V.I. Economic theory(political economy): a textbook for universities. - M., 2006. - 234 p.

Consider the tasks and essence of business management.

The activity of a commercial enterprise does not proceed independently. It is directed by people, regulated and controlled by them.

Management is a conscious human impact on objects and processes in order to give the enterprise a commercial orientation and obtain certain results.

As the complexity of production, management has become a special category, involving more and more participants. In the management of the enterprise, there are two parties: managers and managed. Those who manage are usually called subjects of management, they include administrators, managers, managers. The objects of management are those who are managed - workers, collectives, and what is managed - the economy, business, the trading process. The interaction of subjects and objects through control actions and feedback allows you to purposefully manage the comprehensive activities of the enterprise. Control actions are represented by laws, decrees, plans, programs, resolutions, standards, recommendations, instructions, material and financial incentives. Feedbacks are the results of direct observations and control by the subject of management, statistical and current reporting, accounting documentation. In the new conditions of economic management of commercial enterprises, many methodological and practical provisions of domestic management turned out to be unacceptable. This is due to the fact that the science of management in our country has been developed with a focus on the interests of the state. Approaches to the formation of fundamental principles and methods were of a deliberate nature and were aimed at the management processes of state-owned enterprises.

The market management system has acquired particular importance in Russia in connection with the transition to a market economy. In market conditions, there is a need to expand management tasks, develop new management techniques and methods suitable for various forms of ownership and the development of commercial activities of trading enterprises. In other words, a constant search for ways to improve management is expected. The process of managing a commercial enterprise should be based on market principles and methodology of modern management. Foreign management science has come a long way in its development. The prerequisites for this were:

Economic laws of the market;

Dynamism of the consumer market;

Hierarchical construction of the management structure with a focus on the strategic course in the activities of the enterprise;

The organization of the enterprise, determined by its integration and adaptability to changes in the external environment;

Initial and resulting parameters.

A. Fayol created the theory of social production management, which formulated the principles of management based on the use of the potential resources of the enterprise. He singled out five initial functions in management: planning, organization, command, coordination and control. The objective necessity of creating a control system consisting of interacting processes was revealed by M.Kh. Mescon in his work "Fundamentals of Management": "Management is a process, because the work to achieve goals is not some kind of one-time action, but a series of interrelated continuous actions. These activities, each of which is a process in itself, are essential to the success of the enterprise. They are called managerial functions. Each management function is also a process, because it also consists of a series of interrelated actions. The management process is the total sum of all functions.

In modern conditions, the activity of a trading enterprise is associated with entrepreneurship, commerce, econometrics, economic cybernetics and informatics. This determines a new qualitative level and economic growth of the market. The organizational structure of the management of a commercial enterprise of enterprises should be built accordingly, and has much in common. However, specific management solutions developed and implemented by some trading enterprises cannot always be used by other enterprises. This is due to environmental factors at the stage of transition to a market economy, primarily changes in the consumer market. In addition, the internal conditions for the functioning of a trading enterprise also change over time. Therefore, the management process must be determined by the environmental parameters and their variables within the trade enterprise.

For the survival of an enterprise in a market environment, it is necessary not only to engage in commercial activities, but to carry out the entire range of commercial activities, which includes forecasting, studying demand, studying market capacity, rational organization economic activity, advertising activities and the sale of their services.

In addition, it is necessary to be able to identify emerging market opportunities, no enterprise can forever rely on its current products and services, their range and their markets.

The enterprise can and should search for its opportunities, either from time to time or systematically. Many people look for new ideas simply by carefully and correctly conducting commercial activities, organizing them correctly.

There are several ways to identify new markets with which to achieve the final results of the activity.

The first way is to achieve deeper penetration into the market, i.e. growth in sales of services to the current target group of buyers without making any changes to the product itself or the services themselves. In other words, the enterprise will work with existing goods and services on existing markets. In this case, several approaches can be tried, including lowering list prices and tariffs, increasing advertising costs, ie. draw the attention of buyers to that enterprise.

In addition, the second way - expanding the boundaries of the market, you can achieve no less results.

There are other methods to improve the final results of enterprises and thus their survival in the market. All this is done commercial services, this is for them the main purpose of the activity. Thus, if an enterprise does not want to go bankrupt and end its existence, it is not possible for it to do without commercial activity.

The commercial activities of enterprises are subject to constant changes, not so much due to technological progress, but as a result of changing consumer needs. The freedom of choice of the consumer best contributes to the preservation of various forms of product sales: however, over time, consumer preferences change, and sometimes he begins to reject what he wanted yesterday and vice versa. Thus, no single form of marketing has a decisive advantage over other forms, and one can never be sure what it is. this method implementation of services and goods opens the way to long-term success, especially since innovations based on other methods can always appear, serving consumer needs in such a way that last years many companies in different fields have begun to experiment with opening different types of stores along with manufacturing services in order to better upgrade for the future.

New methods include:

Sale of food and non food products catalogs in the showroom;

Sale in stores with a small trading area located in the very center of the city, which have a simple interior, few staff and sell a limited range;

- "convenience stores" ("SHOP"), which sell a limited range of goods, giving preference to fresh products open to the buyer all day. Their success is now undeniable.

The task of any market research is to assess the current situation, develop market development forecasts and draw up appropriate measures of marketing impact on the market in order to ensure the efficiency, production and marketing activities of the enterprise. Only he who knows or foresees where will he go market and how the product will develop will ensure market success.

Functions and management structure of wholesale and retail trade enterprises.

Under the new economic conditions, commercial activity is regarded as the defining basis of a commercial enterprise. At the same time, attention is being paid to the functions and structure of the enterprise's business management. The management system is quite dynamic in nature, aimed at adapting the structure of commercial activities to the characteristics and trends of the market.

When managing commercial activities, the functions of the management process are performed: planning, organization, accounting and control.

Planning is one of the most important functions of managing the commercial activities of a trading enterprise. Procurement planning, inventory and sales is connected with the dynamics of trading processes and contributes to the achievement of the goals of the trading enterprise. Purchasing and sales plans usually contain indicators that must be achieved as a result of their implementation. The plans reflect the content of the work, establishes personal responsibility for their implementation, outlines the deadlines and determines the methods for monitoring and analyzing the effectiveness of the tasks.

The essence of the organization as a management function is to streamline, coordinate, regulate the actions of performers involved in the processes of purchasing, selling and promoting goods to consumers. The management organization also includes operational regulation, which refers to current management decisions, instructions, orders, instructions, instructions developed and adopted by management entities in accordance with a specific market situation.

Accounting as a function of managing commercial activities is the documentation of receipts, acceptance, sale of goods and their movement in a trading enterprise. Accounting ensures the safety of material assets and Money, control over trading processes and results of commercial activities.

Control means active monitoring of the execution of managerial actions, verification of compliance with the documents regulating the commercial and entrepreneurial activities of a trading enterprise. Control, together with accounting, informs the entrepreneur about the effectiveness of trading processes and serves as a means of corrective action on the part of management bodies on those who are supposed to execute management decisions.

In large trading enterprises, in the process of managing commercial activities, management functions such as economic analysis indicators of commercial activity, forecasting of demand and sales.

The functions of commerce are determined by interaction with markets, consumers, competitors and other elements of the external environment. Obtained initial data from internal and external sources are transformed into information on the basis of which commercial activities are carried out in a trading enterprise. As the market develops, adjustments are expected to be made in the business management system based on a comprehensive analysis of the activities of the trading enterprise and environmental factors.

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In trade as a sphere of commodity circulation, a large complex is carried out various processes and operations.

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 in the sale of goods. In civilized trade it is these Additional services in essence, they are becoming more and more dominant in terms of the amount of labor expended on them (delivery of goods to their homes, installation of purchased complex technical goods at buyers' homes, taking orders from buyers, etc.).

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

Commercial activity is associated 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 of 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:

wholesale and retail goods;

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

formation of the optimal assortment, inventory management;

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