The dissertation addresses a significant scientific and practical problem, contributing to the further development of theoretical, methodological, methodical, and applied foundations. It provides valuable insights for the formation and implementation of mechanisms, systems, and tools for managing the reproduction of the resource potential of agricultural business entities in an inclusive economy.
The first section considers the methodological essence of the «sales activity» category as an object of logistic research. The essence of approaches to the content of logistics and sales has been clarified, and their tasks and functions have been considered. It is determined that logistics is a management tool used to achieve the goals of the enterprise through the effective use of various flows. The content of the concept of a «logistic system» is disclosed. A range of tasks for the optimal combination of marketing and logistics tools has been established. A system for the function of sales activity has been formulated. The use of logistics and sales, which allows an increase in the efficiency of the enterprise and macrologistic systems, is analyzed.
In the second section, an analysis of the sales activities of the studied enterprises is carried out. The current State of the agrarian market is characterized, the trends in the economic development of integrated enterprises are studied, and the efficiency of the functioning of the sales policy at the studied enterprises is analyzed. The factors that directly influence the activity of integrated enterprises of agrarian type are studied. The impact of military actions on the efficiency of logistics and sales activities of integrated agricultural enterprises is analyzed. A comparative analysis of the revenue of agricultural holdings has been carried out. The concentration level in the commodity markets of Ukraine in the context of the activities of integrated agricultural enterprises by types of products is analyzed. An analysis of the production volume of agricultural products, especially export-oriented types, has been carried out. The impact of the full-scale invasion on Ukraine's positioning in the global logistics space is analyzed. The main characteristics of agricultural enterprises' transport and logistics system are defined. The structure of exports of Ukrainian agricultural products and the dynamics of the logistics efficiency index of Ukraine and its components are analyzed. A set of factors influencing the sales activity of an enterprise has been analyzed, and their structure and nature of influence have been determined.
The third section provides directions for improving the management of sales and logistics activities of integrated agricultural production enterprises. The processes of diversification and changes in the capital structure are considered levers for optimizing the use of resources, reducing the risks of improving financial stability, and increasing the competitiveness of agricultural enterprises in the domestic and world markets. Within the structure of the process of diversification, changes in forms of capital as a prerequisite for sectoral Technologies and innovations, strategic management as processes of diversification, as well as organizational forms of attracting funds as changes in forms of capital within the value chain to increase the level of competitiveness of integrated enterprises of agricultural production are allocated. The interrelated blocks of the general structure of the diversification process and changes in the structure of forms of capital cover financial, managerial, investment, social, innovative, production, and strategic aspects of the agro-industrial complex, ensuring its effective functioning and development. It is proved that the methodical provisions of transformation of sales channels of integrated enterprises of agricultural production are based on concepts that consider the need to form system links at the macro level in terms of developing sustainable partnerships with suppliers, intermediaries, and end consumers. The concept of logistics supply chain management is a conceptual approach that covers the coordination of business processes at the level of the entire value chain. It is determined that logistic activity in this methodology is considered not only an operational function but also a strategic tool for achieving the organization's overall goals. The conceptual differences between «logistics» and «supply chain management» are presented. It is determined that optimizing the mechanisms of interaction between the elements of the logistics supply chain is to realize the interests of end consumers, which are recognized as a critical element of the supply chain (inverted pyramid of management).
Keywords: logistics, sales activity, logistics system, efficiency of logistics activities, diversification, digitalization of sales activities.
