Issue: №11/1, 2019
Doi: https://doi.org/10.37634/efp.2019.11(1).1
Optimizing the efficiency of sales costs of the enterprise is a prerequisite for increasing sales and attracting new customers. Expenses for sales have need to be properly and fully accounted for, otherwise it may lead to incorrect determination of the amount of expenses, the object of taxation, as well as the financial result. Improving the organizational aspects of sales costs accounting of the industrial enterprises is an effective tool for improving their efficiency management. The purpose of the article is to outline ways to increase the cost of sales information to ensure that they are properly monitored. The proposed classification of sales costs and accounting accounts for industrial enterprises, will greatly simplify the organization of synthetic and analytical accounting. Besides this, it will strengthen the control of incurred costs and increase the informativeness of the analysis of sales costs, and also does not contradict the requirements of the legislation. Product advertising is of the most popular measure to promote sales and inform potential buyers about the properties of a product, so managers are advised to use the Marketing and Advertising Cost Control Sheet, which indicates the budgeted and the fact costs, the magnitude of cost variance, the reasons for such deviations, and the measures taken to correct the deviations. Among domestic industrial enterprises, the most popular demand is advertising products through the Internet. One way to improve sales cost management is to use the various Google Analytics and Bitrix24 that automatically calculate the metrics which managers need, such as: ROMI (Return on marketing investment), CPC (Cost per Action), CPA (Cost per Action), Return On Ad Spend (ROAS), etc. The article discusses the benefits of features that help sales managers compare the potential effect of investing in advertising in individual media or individual advertising companies.
Keywords : sales costs, accounting, management, analysis, marketing, advertising
References:
1. Mulyk T.O., Mulyk Ya.I. Organization of accounting and audit of the enterprise distribution costs: state and improvement directions. Global and national problems of economy. 2018. Vol. 22. pp. 965-971. (in Ukrainian)
2. Lubenchenko O.H. Account the cost of sales in the legally reguired: collection of scientific works. State University of Infrastructure and Technology. Economics and Management Series. 2015. № 32. pp. 295-300. (in Ukrainian)
3. Sannikova S.F., Ivanova M.V. Analysis of enterprise sales activity based on evaluation of sales expenses efficiency. Economic space. 2017. № 1 (17). pp. 19-28. (in Ukrainian)
4. Spilnyk I.V. Analysis of efficiency of enteprise sales activity: collection of scientific works. Ternopil: TNEU. 2016. Vol. 24. № 2. p. 130-140. (in Ukrainian)
5. Muzychka O.Ye. Evaluating of tourism enterprises marketing activities effectiveness. Economic Journal. 2013. № 11. pp. 64-67. (in Ukrainian)
6. Melenchuk Yu.T. Theoretical and methodological approaches to evaluating the effectiveness marketing of enterprises. Technological audit and production reserves. 2015. № 1/6 (21). pp. 18-21. (in Ukrainian)
7. Burmistrov H.O. Costs: from control to management. Management. URL: hppt//:www.management.com.ua/finance (in Russian)
8. Shymanska A.M. Classification of sales costs of an industrial enterprise. Marketing in Ukraine. 2014. № 5. pp. 24-28. (in Ukrainian)
9. Determining the effectiveness of marketing investments. URL: https://lyudmylam.livejournal.com/118237.html (in Ukrainian)
10. How to measure advertising performance: metrics for marketers and executives. Netology. URL: https://netology.ru/ blog/effektivnost-reklamy. (in Russian)
11. Accounting Standard 16 «Expenses»: Order of the Ministry of Finance of Ukraine dated 31.12.1999 № 318. URL: https://zakon.rada.gov.ua/laws/show/z0027-00. (in Ukrainian)