Warehouse manager job description. Job description of a merchandiser

The daily life of an average resident of Russia comes down to visiting various stores. But few people realize the role played by people who carry out their day-to-day labor obligations in these stores. After all, if you look at it, each link in the trade chain from producer to consumer is not just an instance, but a certain vital stage in the movement of goods. The purpose of this commodity circulation is to satisfy the needs of people of various categories and classes.

The leading role in the promotion of goods is played by the degree of professionalism of the merchandiser in the store. What are the requirements for this position? functional responsibilities and what responsibility the role of a merchandiser carries in itself - all this characterizes this profession from the most serious side. It is on the merchandiser that such indicators as the breadth of the trade assortment, the quality characteristics of the goods, the turnover of the store and many others depend.

In order to get acquainted with the profession of a merchandiser and to fully appreciate the weight of his role in the grocery sector, you need not only to study the functions of this specialist in the store, but also to understand the specificity of his job responsibilities.

Profession merchandiser: requirements for the position

First of all, let's turn to the concept of what the profession of a merchandiser is and what merchandising includes.

commodity science is a scientific discipline, the purpose of which is to study the consumer properties of goods. Hence, a merchandiser is a specialist who controls compliance with all quality standards in relation to these consumer properties.

It is necessary to realize that a specialist in the position of a merchandiser is expected to have the necessary education. This can be secondary specialized education in the specialty "Commodity Science", or higher education with a similar profile in the direction. The requirements, according to the job description, consider both options with separate reservations.

For example, for candidates with an average special education a minimum work experience in a similar (product) field of at least 1 year can be established. If you have a higher professional level, experience in this field may be an optional condition. Of course, these instructions are drawn up according to the norms of each organization individually, but in general, they have classical requirements for the level vocational training specialists.

The next requirement for an employee in the position of a merchandiser is knowledge of a huge amount of trade information, including:

• regulations;
• sequence of conclusion and termination of contracts;
• methodology for accounting for goods and calculating the need for them;
• forms of accounting documents and reporting procedures;
• knowledge of the procedure for acceptance of goods in terms of quality and quantity;
• standards for storage and transportation of goods;
• calculation inventory;
• nomenclature and assortment of store goods;
• fundamentals of economics and management;
• logistics and warehousing;
• occupational Safety and Health.

Thus, a specialist must have such personal traits as an analytical mindset, attentiveness, good memory, accuracy and the ability to organize work processes. In a word, to combine the ability to quickly make a decision, act competently and comply with all standards.

Job duties, rights and responsibilities of the merchandiser

Based on the amount of information that a merchandiser should have, the list of his duties is also very extensive. Typically, the job description prescribes standard set functions of a merchandiser, but if we consider the food sector, then some additional nuances also appear here. In general, the work of a merchandiser is as follows:

• acceptance of goods in terms of quality and quantity, verification of certificates;
• control of warehouse stocks, compliance with storage conditions in the warehouse and expiration dates;
• maintaining communication with suppliers: drawing up supply contracts, current orders, drawing up claims for goods of inadequate quality;
• registration and signing of accompanying documentation: waybills, acts, specifications;
• operational accounting of receipts and sales of goods;
• participation in inventory activities and search for missing items;
• write-off of goods and registration of returns to suppliers;
• calculation of discounts and promotional value;
• control of pre-sale preparation of products;
• tracking the relevance of the expiration dates of products on the trading floor;
• conducting analytical work: study of the sales market and supply, clarification of the causes of product losses, changes consumer demand;
• regulates the store's trade assortment taking into account customer demand and supply from suppliers.

A large amount of work requires from a specialist increased attention, perseverance, the ability to focus on the implementation of tasks and the ability to quickly respond in extraordinary situations. We can say that a merchandiser in a grocery store must know all the processes "from" and "to".

Like no one else, it is this person who should be able to manage various processes in parallel, without having the right to make gross mistakes. The profitability and unprofitability of the store, as well as the well-being of its other employees, can directly depend on the result of its activities. Since any inaccuracy in the acceptance of goods or violation of storage conditions can lead to huge losses.

At first glance, the amount of work seems unrealistic. How can one person do everything? Everything is quite simple - you must always plan your working day in advance: delivery schedules, time for applications to suppliers, systematize filling out reports and checking product expiration dates. Then the accumulated cases will no longer cause a feeling of a snowball.

It should also be noted the rights that the merchandiser is endowed with in the store and the degree of his responsibility, according to the job description. First, let's get acquainted with the rights of the merchandiser:

• the right to get acquainted with the draft decisions of his head, which are related to his direct activities;
• fulfill requests from departments for the necessary data and documentation to complete the workflow;
• suggest management team to consider the introduction of changes in labor technology in order to increase its efficiency;
• require organizational and technical support for the performance of their duties and the execution of all necessary documents.

As for the responsibility that the position of a merchandiser carries, here the main share is occupied by non-compliance or negligence in one's duties. He is also responsible for non-compliance with the conditions of non-disclosure of confidential information, for actions that violate the rules of internal labor discipline and safety standards at the enterprise.

The specifics of working with food

The specialty "Commodity Science" can be of two directions: commodity science of food and non-food food products. As practice shows, such a division is not done in vain. The food sector is so voluminous that it requires special attention. Studying the properties of goods of all groups, their production technology, quality standards, rules for continuous and selective acceptance of goods, terms and conditions of storage, composition and labeling rules - all this should be known to a professional-level specialist working with food group products.

In the process of carrying out his activities, a commodity manager has to regularly encounter a certain list of documents:

• waybills;
• quality certificates;
• acts of acceptance and discrepancy;
• accompanying documents for shipment;
• commodity specifications.

Particular attention should be paid to the procedure for receiving goods. A competent and conscientious attitude to this part of the work guarantees minimal losses for the store, high level the quality of products sold and properly built relationships with suppliers.

From the diagram above, we see what actions are performed upon receipt of goods and an example of the form of the necessary documents.

So, after the goods acceptance procedure, an act of the TORG 1 form is drawn up and signed (an act of registration of acceptance in terms of quantity, quality, weight and completeness in accordance with the acceptance rules and the terms of the contract). When accepting for quality, the merchandiser is obliged to sample the goods to check their compliance with the standards. If unacceptable discrepancies are identified, acts are drawn up unified form TORG 2 (for domestic goods) in four copies and TORG 3 (for imported goods) in five copies. The further fate of low-quality products is decided depending on the terms of the contract with the supplier.

During the period of sale of incoming goods, the duty of the merchandiser to monitor compliance with the conditions for their sale and storage in the warehouse: check the temperature in refrigeration devices, maintain the rules of the product neighborhood, the integrity of the packages, timely removal of products from the shelves after the expiration date.

The merchandiser as an important link between the supplier and the consumer

So, playing the role of the main link in the movement of goods to the final consumer, the merchandiser goes through the following stages:

• Study of consumer demand - it is necessary to conduct market research, the emergence of new products and seasonal assortment, monitor fluctuations in demand for different positions and timely adjust the assortment list of goods. This will avoid the appearance of stale goods, reduce the amount of delay and product losses.
• Making an order to suppliers - based on consumer demand data and sales analysis, an application for the supply of products is made. We also study catalogs, the appearance of new products and, if it is possible to expand the assortment list or replace some positions, new types of goods are ordered.

When you see new products in the catalog of a supplier, you should not immediately make a big request. It is enough to order one package of each type in order to first determine which positions will be in greater demand.

• Reception of goods from the supplier occurs first by quantity, and then by quality.

During the acceptance process, it is important not to lose vigilance and not sign the documents until it is completed. An exception may be a certain agreement in relations with suppliers.

• Control of pre-sale preparation - as a rule, the display of goods in shopping room the manager of this commodity group is engaged. The task of the merchandiser is to monitor the correct preparation of the goods: cleanliness, integrity, price tag design.
• Organization of the removal of goods to the trading floor and its placement on the shelves in accordance with the requirements of standards and planograms. Here the task of the merchandiser is also to monitor the fullness of the shelves with products.

All these steps form the basis in the process of commodity circulation and trading process. Thanks to competent activity merchandiser, the assortment of the store will be wide, the goods will be fresh, and the shelves will not remain empty.

Career Opportunities

According to the structure of the organization, the merchandiser is subordinate to the director of the store. Sometimes the staff assumes the presence of a senior merchandiser. Therefore, if we touch on the topic of possible career growth, then there is growth. True, as practice shows, growing from a merchandiser to a store director is only possible in large chains. To be successful in your position, you must:

• work experience in the position held (approximately 2 years);
• conscientiously fulfill their duties;
• timely improve qualifications and undergo additional training;
• find contact with other employees, create a team and competently build work in the store;
• strictly comply with all norms and standards in work (including corporate ones);
• optimize trading costs to the maximum;
• minimize product losses;
• bring your store to a higher level of turnover.

As a rule, an employee who is constantly growing in professionally never goes unnoticed. Therefore, it is not worth neglecting a serious attitude to your work in any case. The desire for growth should be justified not by competition, but by a sincere desire to become a higher-level professional.

Even if at first glance it seems that career in the organization is absent, remember: over time, the structure of any organization tends to change, just like people in positions come and go.

Interaction with personnel as a control element

Let me remind you that according to the hierarchy in organizational structure enterprises, the merchandiser reports only to the director of the store. Also, when dividing merchandisers into industries (merchandise expert, merchandiser for acceptance, etc.), the leading merchandiser can become the immediate supervisor. The rest of the employees can be directly or indirectly subordinates.

The main task of the merchandiser in the organization of the trading process is the competent distribution of work between employees. The scope of duties of the merchandiser also implies the delegation of his powers between subordinates. And this practice is quite common, since the main function is control, not direct execution. On this stage for a merchandiser - a manager, it is important to assemble a team that will carry out instructions and orders, as competently and efficiently as a merchandiser himself would do.

The important point here is to comply business etiquette. Subordinates should perceive the orders of the merchandiser not just as from a work colleague, but as from a direct supervisor in the process of organizing trade.

Conclusion

In general, commodity specialists are quite in demand in our time. Huge chains of grocery stores and hypermarkets provide for the presence of a person in the state who manages a huge assortment. As a result of the absence of such a person, all the numerous responsibilities fall an exorbitant burden on the shoulders of the rest of the employees.

Overload in work, in turn, will lead to premature exhaustion labor resources, numerous layoffs, neglect of immediate duties and, ultimately, the neglect of the store itself and huge product losses. Therefore, saving on one or more employees is unjustified.

Merchandiser grocery store, as we have already determined, plays a key role in the process of product distribution, and, therefore, in making a profit for the store and maintaining its level of profitability. Performing its tasks and functions, it is the commodity manager who ensures the smooth operation of the enterprise and controls all the main processes in the organization and implementation of trading activities.

In times of shortage, the position of a merchandiser was hardly one of the most prestigious and in demand. Since it was he who could get any goods, even the most expensive ones. Over time, this one lost its popularity, but did not become less significant. Now, with the advent of rapid development networks of supermarkets and shops, only an experienced and highly qualified merchandiser can navigate a wide range of goods. A good specialist is first and foremost an expert on product quality, who makes sure that only the best products go on sale.

IN different enterprises, depending on their size and specifics, merchandisers may differ somewhat, but basically they include:

• formation of a range of goods, preparation of orders
• acceptance, quality control, quantity and timing of product sales
• drawing up claims against suppliers in case of detection of marriage, low-quality products or failure to fulfill their obligations
• verification of accompanying documentation of goods (waybills, invoices, contracts, etc.)
• maintaining contact with suppliers,
• control of the presence of goods in the warehouse and on the trading floor
• participation in the inventory, identification of surpluses and shortages
• checking the conditions of storage of goods in warehouses
• analysis of the work of competitors
• release of goods from the warehouse
• study of demand and identification of trends in its change
• participation in the formation of pricing policy

The merchant must know:

• ways to control the quality of goods
• the procedure for concluding transactions with suppliers and their documentation
• basics of accounting for goods and determining the need for them
• regulatory documents, standards, technical conditions for the storage of goods
• trade laws
• range of goods sold
• warehouse management rules
• fundamentals of economics, protection and organization of labor
• principles of window dressing and display of goods, rules of product neighborhood
• procedure for processing applications for the supply of products
• claims
• fundamentals of advertising and marketing
• safety precautions, sanitary standards, fire protection requirements

A highly qualified merchandiser must have the skills to work in several professions at once. So, for example, he must take control of the display of products on the counter, like a merchandiser, be able to communicate with suppliers, like a sales manager, and also keep a record of the arrival and departure of goods, like an accountant.

Requirements for a merchandiser

Not every person can become a good specialist. The merchandiser must have analytical warehouse mind for the competent preparation of orders, have a good memory to keep in mind a large assortment of goods and prices, as well as organizational skills to maintain order in the warehouse. And this is not all the requirements that a highly qualified specialist must meet. Here are some of them.

Professional skills:

• secondary vocational or higher education
• computer skills, it is desirable to be able to work in specialized programs (1C, Excel, etc.)
• knowledge of the necessary documentation (standards, sanitary standards for the storage and sale of goods), trade rules
• ability to analyze trends in demand
• preferably have work experience

Personal qualities:

• attentiveness
• sociability
• business communication skills
• honesty
• accuracy
• observation

It is very important that the merchandiser answers all these. For example, due to attentiveness and observation good specialist will be able to distinguish a quality product simply by its appearance, having studied the expiration dates, the integrity of the package, etc.

Rights of a commodity manager

In addition to responsibilities, the merchandiser has the following rights:

The rights of a merchandiser are an integral part of his labor activity. We can say that these are the duties that the management of the enterprise has to the employee. Compliance with them is very important to maintain high performance throughout the company.

Responsibility of the merchandiser

During the performance of his duties, the merchandiser has direct contact with others, has access to material values, equipment, information and documentation.

As a result, he is responsible for:

1. Material - for causing harm or loss to the enterprise.
2. Functional - for failure to perform or untimely performance of work.
3. Organizational - for failure to comply with orders and instructions from the management, violation of safety regulations, labor protection laws, non-compliance with labor discipline, disclosure of production secrets.

When you need to be sure to familiarize yourself with the internal labor policy of the enterprise. Concerning liability, then with a commodity specialist most often they conclude an agreement on full or partial liability, which clearly spells out possible penalties for causing losses to the enterprise.

It is very important to define the boundaries of functional and organizational responsibility.

After all, if you can get off with a warning for a job or an untimely report, then non-compliance with labor discipline can lead to more serious punishments, up to and including dismissal. Therefore, it is imperative to study the rules of labor discipline and penalties at the enterprise.

How to become a merchant

Considering that the requirements for a commodity specialist are quite difficult, and the range of duties is very wide, we can conclude that it is not so easy to get this specialty.

The best way to master necessary knowledge is the acquisition of secondary vocational or higher education at a technical school, college or university. There you can learn how to determine the quality and freshness of products, identify fake goods, understand barcodes, etc. However, theoretical knowledge is not all that a real specialist needs. The more experience with goods, the greater the heights he will reach in his career.

The profession of a merchandiser is very important and responsible, because he is responsible for the quality of goods not only to the management of the enterprise, but also to a large number of buyers. Therefore, no enterprise will hire a non-professional, but highly qualified specialists can count on high and career growth opportunities.

Write your question in the form below

The profession of a merchandiser is multifaceted and, as its name implies, a specialist in this field “manages the goods”. He is responsible for the goods, both to the buyer and to the head of his enterprise. Some merchandisers are engaged in the formation of assortment and prices, others organize the purchase of goods and check the quality of products or are responsible for its high-quality storage.

Places of work

Representatives of this profession are most in demand in shops, supermarkets, trade enterprises and in warehouses. Also, commodity experts are required in product quality control centers, licensing organizations, agricultural enterprises, pawnshops and in institutions that control trade and consumer rights.

History of the profession

The profession of a merchandiser originated in ancient times, the works of ancient Roman scientists such as Columella, Varro and Cato the Elder, who described the methods of processing and storing crops, as well as methods for assessing the quality of products, have come down to us. However, the profession became most widespread in the early 20th century. At that time, the competitiveness of enterprises reached a new level and the demand for merchandisers increased significantly.

Responsibilities of a merchandiser

The main job responsibilities of a merchandiser include:

• acceptance of goods in terms of quantity and quality, as well as verification of accompanying documentation;
• organization of the removal of goods from utility rooms to the trading floor;
• control and maintenance of stocks of goods in the warehouse;
• placement of products in the warehouse;
• carrying out inventory and audits of goods;
• maintaining order and cleanliness in the warehouse.

If necessary, the duties and functions of the merchandiser include organizing the write-off and return of products, as well as preparing Money to collection.

Requirements for a merchandiser

The position of a merchandiser covers quality control, sales and supply of various products. That is why the requirements for representatives of this profession may vary depending on the specifics of the enterprise. Basic requirements for a merchandiser:

• secondary specialized or higher education;
• At least 2 years of experience in trading;
• knowledge of the rules of trade;
• availability of skills of acceptance of goods to the warehouse;
• the ability to organize the activities of the warehouse, storage conditions and transportation of goods;
• PC proficiency and knowledge of the 1C program.

If the merchant works in international company knowledge is welcome in English at the conversational level.

sample resume for merchandiser

How to become a merchant

Do you want to become a merchant? To do this, you must at least unlearn at an institute, technical school or university with a degree in merchandising. You will also need experience in the field of trade and an understanding of its specifics and nuances. Depending on the specifics of the organization, knowledge in the field of economics, merchandising, logistics and methods may be required. peer review products.

Merchandiser salary

The salary of a representative of this profession depends on the experience and location of the enterprise. The average salary of a merchandiser is 30,000 rubles a month. However, a specialist without experience can receive 10 thousand rubles. The maximum salary of a merchandiser was found in the Moscow region - 100 thousand rubles.

Job description merchandiser[name of organization, enterprise, etc.]

This job description has been developed and approved in accordance with the provisions and other regulations governing labor relations in the Russian Federation.

I. General provisions

1.1. The merchandiser belongs to the category of specialists. He is hired and dismissed from her by order of the director of the enterprise.

1.2. A person who has a higher professional education and at least [value] years as a commodity manager of the II category is appointed to the position of a commodity manager of the 1st category; for the position of a commodity manager of the II category, a person who has a higher professional education and work experience in the position of a commodity specialist for at least [value] years; for the position of a merchandiser, a person with higher professional education, without presenting requirements for work experience, or secondary vocational education and work experience in positions filled by specialists with secondary vocational education, at least [value] years.

1.3. The merchandiser reports directly to the director of the trading enterprise.

1.4. During the absence of a merchandiser (business trip, vacation, illness, etc.), his duties are performed in the prescribed manner by an appointed deputy who is responsible full responsibility for the proper performance of his duties.

1.5. In his activities, the merchandiser is guided by:

regulatory documents and teaching materials on issues of work performed;

the Charter of the enterprise;

Labor regulations;

Orders and orders of the director of the enterprise and the immediate supervisor;

This job description.

1.6. The merchant must know:

Decrees, orders, orders, other regulatory and governing documents of higher bodies for the logistics and marketing of products;

Market methods of managing;

Standards and specifications for inventory items, their main properties and quality characteristics;

The procedure for developing plans for logistics and concluding business contracts;

Methods for accounting for inventory items, calculating the need for them;

Forms of accounting documents and reporting procedures;

Organization of warehousing and marketing of products;

Terms of delivery, storage and transportation of inventory items;

current price lists;

Standards of production stocks of material resources;

Main technological processes production;

Nomenclature and range of products manufactured by the enterprise;

Fundamentals of economics, organization, labor and management;

Labor legislation of the Russian Federation;

Internal labor regulations;

Rules and norms of labor protection.

II. Functions

The merchandiser has the following functions:

2.1. Determining the conformity of the quality of material resources regulatory documents and signed contracts.

2.2. Establishing relationships with suppliers and consumers of products.

2.3. Operational accounting of the receipt and sale of inventory items.

2.4. Participation in the inventory of inventory items.

2.5. Registration of documentation for the supply and sale of products, reporting.

2.6. Implementation of control over compliance with the rules of storage of inventory items in warehouses.

III. Job Responsibilities

To perform the functions assigned to him, the commodity manager of the enterprise is obliged:

3.1. Determine the requirements for material resources, their compliance with quality standards, specifications and other regulatory documents, as well as concluded agreements.

3.2. Take part in determining the compliance of draft plans for the logistics of the enterprise with production plans, in monitoring the fulfillment of contractual obligations, the receipt and sale of raw materials, materials, fuel, equipment and finished products, in the preparation of data for the preparation of claims for the supply of low-quality inventory items and responses to customer claims.

3.3. Control the availability of material resources and finished products in warehouses.

3.4. Communicate with suppliers and customers and draw up documents for the shipment of products.

3.5. Participate in the development and implementation of organization standards for logistics, marketing, product quality control, organization of transportation and storage of raw materials, materials, fuel, equipment and finished products.

3.6. Maintain operational records of the receipt and sale of inventory items, control the timeliness of the shipment of returnable packaging, and, if necessary, conduct a search for undelivered goods.

3.7. Participate in the conduct of inventories, study the causes of the formation of excess excess material resources and illiquid assets, take measures to implement them.

3.8. Monitor compliance with the rules for storing inventory items in warehouses, prepare finished products for shipment to consumers, draw up Required documents related to the supply and sale of products, prepare reports in accordance with established forms.

3.9. [Enter as required].

IV. Rights

The merchant has the right:

4.1. Get acquainted with the draft decisions of the management of the enterprise on the issues of its activities.

4.2. Submit proposals for improvement of the work related to the responsibilities provided for in this instruction for consideration by the management.

4.3. Receive from the heads of structural divisions, specialists information and documents on issues within its competence.

4.4. Involve specialists from all structural divisions of the enterprise to solve the duties assigned to it (if this is provided for by the provisions on structural divisions if not - with the permission of the head of the enterprise).

4.5. Require the management of the enterprise to assist in the performance of their duties and rights.

V. Responsibility

The merchant is responsible for:

5.1. For non-performance (improper performance) of their official duties provided for by this job description, within the limits determined labor law Russian Federation.

5.2. For offenses committed in the course of carrying out their activities - within the limits determined by the administrative, criminal and civil legislation of the Russian Federation.

5.3. For causing material damage - within the limits determined by the labor, criminal and civil legislation of the Russian Federation.

The job description was developed in accordance with [name, number and date of the document].

Head of structural unit

[initials, last name]

[signature]

[day month Year]

Agreed:

Head of the legal department

[initials, last name]

[signature]

[day month Year]

Familiarized with the instructions:

[initials, last name]

[signature]

[day month Year]

The trade niche occupies a significant part in the country's economy. The actively developing field of activity determines the demand for professions related to ensuring its functioning. Promotion of products on any point of sale, as well as organizational control of sales is difficult to implement without a merchandiser. The prospects of the store depend on the competence of the specialist, since its future is directly dependent on established relationships with the supplier, on the organization of timely purchases of the goods sold, and on controlling the quality and quantity of products on the shelves.

Profession merchandiser

The functions of a merchandiser are multifaceted, but they all come down to the responsibility of a specialist in establishing relationships between the supplier, the buyer and the head of the trading company. Their correct organization is revealed in official duties specialist.

Who is a merchant?

The success of an enterprise often depends on the competence of the employee, so employers should be responsible in choosing applicants for the position. The merchandiser manages the goods. He is responsible for the quality of the goods to the buyers and for the quantitative criteria of sales to the head of the enterprise. The specialist is responsible for negotiating with contractors and for timely delivery of products.

The functional duties of a specialist are formed by the specifics of the enterprise. IN large companies often resort to the services of several merchandisers. They are usually charged with various duties, and control is vested in the head of the department.

Job Responsibilities

The job description of a merchandiser includes several functions of an organizational and documentary nature. The specialist must have an idea of ​​the procedure for the formation of the product range and its pricing policy. It is in his competence to control the quantity of goods stored in the warehouse.

The commodity manager monitors the acceptance of products, organizes their accounting, issuance and storage of residues. When working with documentation and with special software, the specialist is engaged in the accounting and planning of purchases. His responsibilities also include negotiating with suppliers and processing product purchases. General Responsibilities specialist are:

• analysis of the assortment policy of the company;
• formation of a standard assortment range and its regular adjustment based on the results of the analysis;
• evaluation of product quality;
• defect diagnostics;
• acceptance in terms of quantity and quality;
• sorting in preparation for sale;
• conducting internal control associated with checking the compliance of the quality of the goods, the conditions and terms of its storage with regulatory requirements;
• ensuring minimization of losses during transportation, storage and preparation for sale;
• detection of falsification of goods;
• documentary support of all stages of product movement;
• information support of management in commodity research activities;
• provision of information for the preparation of financial statements;
• negotiating and processing transactions with counterparties;
• sales promotion;
• development of marketing strategies.

Apparatus employed

When hiring a merchandiser, the presence of specialized secondary specialized or higher education and work experience is welcome. Such parameters of the applicant indicate his competence in the field of knowledge of the rules of trade and the procedure for conducting organizational measures aimed at increasing sales and ensuring product quality control.