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Sales Management in a Retail Chain of Non-food Stores

In: Management Information Systems in a Digitalized AI World

Author

Listed:
  • Sergei Semakov

    (HSE University
    Federal Research Center “Computer Science and Control” of Russian Academy of Siences
    Moscow Institute of Physics and Technology)

Abstract

We consider three problems related to the management of sales of goods in a retail chain of non-food stores. The first problem is related to the analysis and management of the remains of goods of the old (outgoing) season during the off-season. From the point of view of maximizing sales revenue during the off-season, we propose a scheme that, as a first approximation, can be used to solve this problem. The second problem is related to the cases of untimely replenishment of stores when goods arrive at stores behind schedule due to transport, customs, political, and other reasons. We propose an algorithm that allows us to adjust the planned volume of goods imported for the season depend on the mode of replenishment of stores. The third problem is the problem of finding the optimal distribution of retail space between the old (outgoing season) and new (coming season) collections of goods during the off-season. We propose a scheme that allows us to distribute the area in such a way that the total revenue from sales is maximum. Our proposed solutions to the described problems are successfully used in a large retail chain that includes several hundreds clothing stores. This article is practical in nature: the proposed solutions to the described problems are successfully used in a large retail chain that includes several hundreds clothing stores.

Suggested Citation

  • Sergei Semakov, 2025. "Sales Management in a Retail Chain of Non-food Stores," Springer Proceedings in Business and Economics, in: Eric Tsui & Montathar Faraon & Kari Rönkkö (ed.), Management Information Systems in a Digitalized AI World, pages 17-30, Springer.
    • Handle: RePEc:spr:prbchp:978-981-96-6526-6_2
    DOI: 10.1007/978-981-96-6526-6_2
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