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""

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602

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7.050201

.602.652.08.050201.036202


. 651- . .

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2008

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602

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1. ˲ IJͲ ϫػ

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THE ABSTRACT

The given degree project is devoted to development, creation and introduction of a control system by selling Electrotyajmash.

In the first section of work theoretical bases of sales management are certain, the commodity policy is considered, methods of the forecast of selling are investigated, strategy of sales management, channels of distribution and a choice of the target markets are analysed. The estimation of activity of participants of the channel, and also criteria, stages and methods of a choice of the target markets is certain.

The second section is devoted to the characteristic of the enterprise. The analysis of structure of operation of business is lead and the basic parameters of its activity are considered. The analysis of the market is lead also and actions on improvement of quality of production are considered. Financial aspects of the project have been investigated and calculated.

The third section is devoted to the analysis and improvement of marketing activity of the enterprise. The analysis of parameters of productivity of marketing activity is lead; the analysis of influence of marketing activity on profit of the enterprise and the analysis of performance of contractual duties before buyers on deliveries of production, corresponding calculations have been executed. Actions and are specified to the recommendation on a labour safety and observance of sanitary-and-hygienic norms and rules at the enterprise. Economic efficiency of the project and action on planning rational structure of let out production are defined, and also the volume of realization of production (or proceeds from realization) at which the enterprise has no damage, together with profits by practical consideration pays off.

̲


IJ 1. Ͳ ˲

1.1

1.2

1.3 㳿

1.4

1.4.1

1.4.2

1.4.3

1.4.4

1.4.5

1.4.6

1.5.

1.5.1

1.5.2

1.5.3 㳿

IJ 2. ϲȪ

2.1

2.2

2.3

2.4

2.5

2.6

2.7

IJ 3. ˲ ί IJҲ ϲȪ

3.1 '

3.2 ,

3.3

3.4

3.5

3.6

3.7 -

3.8

3.9

3.10. 89

3.11

3.11.1

3.11.2

3.11.3

3.12

3.13

3.14

3.15

ֲ

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1.1


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5%, , 10%, . (, ), . ' . , , , .


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1.4.1

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1.4.2

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1.5.1

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IJ 2. ϲȪ


2.1


' "". : , , 61055, , 299.

1946 .

1954 . . .

1959 "".

1954 659 12-500 , 133 6,1 236 , 80 , 100 , 1000 .

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40 . , , .

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ϳ :

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2.1

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, %

. .

%

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%

1. -

. 280

759922,8

100

100217,8

100

24295

132

1.1. ()

. 080

29355,3

38,67

53565

53,45

24209,7

182,47

1.2.

. 260+270

46567,5

61,33

46652,8

46,55

85,3

100,18

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. 100-140, 270

31988,7

42,13

33726,5

33,66

1737,8

105,43

1.2.2.

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10773,5

14,19

10825,7

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100,48

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100

100218

100

24295,4

132

1.1.

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69390,3

91,4

88628,6

88,44

19238,3

127,72

1.2.

. 480+620

6532,2

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11589,4

11,56

5057,2

177,42

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. 480

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0,38

232,1

0,22

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79,68

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. 500,510

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1539,6

1,54

1539,6

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1.2.3.

. 520, 530, 610

6240,9

8,22

9817,7

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3576,8

157,31


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. - , .

, , , 8,6% 11,56% .

, .

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().

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1. ( 24295 . . 132%);

2. ( 24209,7 . . 182,47%) 38,67% 53,45%;

3. ( 85,3 . . 0,18%), - 61,33% 46,55%, 14,78 ;

4. . 32% 82,47%, ;

5. 19238,3 . . 27,72% 5057,2 . . 77,42%;

6. , , 3576,8 . . 57,31% 1539,6 . .

. 2 . . 2.2. , .

2.2

( I 2 )

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179634,1

163544,5

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20800,2

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158286,9

142534,1

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106306,1

()

050

39968,7

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6687,6

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100

29709,2

27491,9

110

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140

143,5

47,3

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170

25525,6

19052,4

180

2675,2

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190

19850,4

19341,4


() () () (). .

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:


:

. .

159868,3 . . :



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2.4


ϳ 쳺 ' , '. , , ' , .

:

1 - . : (. 230-240) (. 220);

2 , . : (. 130), (. 140), (. 150) (. 160-210);

- . : , (. 100-120), (. 250), (. 270);

4 . , (. 080).

:

1 - '. , , (. 530);

2 - . , ' '. , , 12 , , , 12 . V . , :

2 = .640 - .380 - .480 - .530.

3 - . ' (.480) V 2 (.430 630).

4 - , 1 (. 380).

. (. . 2.3.).

2.3

, . .

, . .

. .

. .

(+) (-)

. .

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1.

2993,0

1289,6

1.

3551,6

4103,9

-558,6

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2.

28474,3

28430,6

2.

2689,4

7253,4

25784,9

21177,2

.

15100,2

16932,6

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291,3

232,1

14808,9

16700,5

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53565,0

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69390,3

88628,6

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, .

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3. 2 2 . , .

4. . , . , . , . .

2.5


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2.4 ()

, . ..

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³

. .

%

1. ()

-201600

14800

216400

7,3

2. ()

-393100

-225900

167200

57,5

3. ()

-

-

-

-

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-393100

-225900

167200

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-

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6. ()

-393100

-225900

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167200

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, (2.1)


- ;

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%

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()

,(2.2)



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%

%


(...):


(2.3)


- ( I ).


%

%


(..):


(2.4)

- . ( ) ( 100-140) .


%

%


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1 . () (1):


, (2.5)


- () .

%

%


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, (2.6)


- .


%

%


1 . () ():


, (2.7)

%

%


, 1 . , . , 1 . .

2.6


Գ . :

1) 쳿 ();

2) ;

3) ;

4) .

쳿 () :


, (2.8)


- ( I );

∑- ( )


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;

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;

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2.5 (. .)

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1.

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69390,3

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53565

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40035

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(1,0-2,0), .

ϳ 2.6.

2.6 ,

(+;-)

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1,308

1,67

0,362

0,4-0,6

0,58

0,398

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IJ 3. ˲ ί IJҲ ϲȪ


() - , . . . .

:

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3.1 '


³ ' () :

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3.1

' ( , . .)

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ѳ 30000

1000

1000

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-

100

100

-

28000

1200

2200

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-

100

100

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31000

1500

3700

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100

100

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100

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100

100

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1500

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100

93,3

98,7

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150

96,3

98,4

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10300

50

200

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12900

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. .

%

. .

%

1. , . .

148300

160000

161600

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82% .

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3.3


. . 3.3.

3.3

( )

2007 , % 2005

2007 , % 2006

2005

2006

2007

1. , . .

119800

148300

161600

134.89

108.97

2. ʳ , .

50

56

60

120

107.14

3. ʳ , .

50

56

60

120

107.14

4. , . .

2396

2648

2693

112.4

101.7

5.

2.89

3.25

3.47

120.07

106.78

6. 1 , . .

23960

29660

32320

134,89

108.97


, , . , , .

.

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() :

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- , . .;

3 - , . .

" " .

" , 1 . ", . . 3.3 , 2005 2007. . 2007. 134.89% 2005. . ʳ 2007. 120% 2005. : 2005. 239.6 . ., 2007. - 269.3 . . ' - , , . . . . , - .

3.4


.

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():


= + , (3.3)


- ;

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= R V, (3.4)


R - ;

V - .

..=163544,5 79729 = 83815,5 . .;

..=179634,1 92288 = 87346,1 . .

, . , .

() 1 (V):


. = V , (3.5)

(R) - ( ), . ( ) :


, (3.6)


. - ;

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:


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=V/R.


. .;

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() :


; (3.8)

;

.


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= + - + , (3.9)


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2.




3.




4.

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III

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180

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54 2 , 6, - 9 , - 3 . . , :


, (3.12)


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n - , ( , , ; , , , , (), () ()), , : =40%, =70%, =20%. n . :


, (3.13)


S - , S = 54 2;

h - , h = 2.92 ;

A - , = 6 ;

- , = 9 .

ϳ :


3.9

80

80

80

70

50

50

30

0

80

50

30

50

50

30

30

0

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30

30

10

20

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I, . 3.9 n = 0,54.

ϳ F:



40-1, F = 4320 .

:


(3.14)

N - ;

F - , F = 33750 ;

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. .

 

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.

г , , , :


(3.15)


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г , . 3.10.


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г ,

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, , (), . Microsoft Exel.

, :

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:

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2)                Microsoft Exel, , ;

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Visual Basic for Applications , 䳿 , 㳿, .

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1.   .. . .: , 1997.

2.   .. . .: , 1998

3.   . , - .: , 1997.

4.   .. . .: , , - 200 257 .

5.   . / . . .: , 1989 519 .

6.   . : : . .: , 1999 804 .

7.   .., .., . : . .: , 2001. 703 .

8.   .. . .: , 1996 79 .

9.   . . ?: . . .: , 1990 125 .

10.       .., .., .. . . : , 2002 216 .

11.       .., .., .. . . : . . , 2002. 176 .

12.       .. . , . .: , 1997. 98 .

13.       .. : . . , 2002. 315 .

14.       .. . .: , 1996 160 .

15.       / . . .. , .. .: , 1998, - 194 .

16.       .. . .: , 1997, - 267 .

17.       .. . : . . .: , 2000 360 .

18.       .. . .: , 1996, - 87 .

19.       .. : , . .: , 1998, - 268 .

20.       .. : , , . .: , 1995. 192 .

21.       .. : . .: . , 1999. 656 .

22.       .., .., .. . . , , 1994. 165 .

23.       . . / . . .: ̻, 1998. 560 .

24.       .., .. : . . . , 2001. 513 .

25.       . . .: , 2002. 640 .

26.       .. . . . . . .: , 1998. 56 .

27.       .. . : , 1998. 348 .

28.       .. : , , : . / . .. , .. . .: , 2000. 322 .

29.       / . .. . : , 1995. 154 .

30.       .. . . .: , 2001. 257 .

31.       . / . . .: , 1992 734 .

32.       . / . . 2- . . .: ; .: . , 2000. 944 .

33.       / . .. , .. . .: , 1997. 456 .

34.       .. . .: , 1997. 128 .

35.       .. : . .: , 1997. 145 .

36.       / . . .. , .. . .: , 1998. 465 .

37.       .. . .: , 1998. 256 .

38.       .. . .: , 2002. 287 .

39.       .. . . .: , 2001. 227 .

40.       .., .. . .: , 1998. 345 .

41.       .. . .: , 1997. 189 .

42.       .., . . .: , 1997. 257 .

43.       .., . .: , 1997. 124 .

44.       .. . .: , 1998. 386 .

45.       . .: , 1998. 134 .

46.       .. . .: , 1998. 380 .

47.       .. . .: , 1997. 175 .

48.       1 1998 // . 1998. 4.

49.       .. . .: , 1998. 492 .

50.       .. 1992 1997 . , , . .: , 1997. 497 .

51.       .. . .: , 1998. 258 .

52.       .. . / . . - : . , 1992.

53.       .. . .: , 1989. 336.

54.       . / . .. - .: , 2000 - 364.

55.       .. . .: , 1989. 186.

56.       . / . .. . .: , 1976.

57.       : / .. , .. ; . . .. .: , 1985. 400.,

1


, 䳿 :

Private Sub Workbook_Open()

UserForm2.Show

End Sub


Sub main()

UserForm1.Show

End Sub

Sub ()

'

'

''

Sheets("1").Select

Range("A1:G2").Select

Selection.Copy

Sheets("2").Select

Range("A1").Select

ActiveSheet.Paste

Sheets("1").Select

Range("A3:A8").Select

Application.CutCopyMode = False

Selection.Copy

Sheets("2").Select

Range("A3").Select

Sheets("2").Select

ActiveSheet.Paste

Sheets("1").Select

Range("B3:B8").Select

Application.CutCopyMode = False

Selection.Copy

Sheets("2").Select

Range("B3").Select

ActiveSheet.Paste

Range("C3:G8").Select

Application.CutCopyMode = False

Selection.Borders(xlDiagonalDown).LineStyle = xlNone

Selection.Borders(xlDiagonalUp).LineStyle = xlNone

With Selection.Borders(xlEdgeLeft)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeTop)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeBottom)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeRight)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlInsideVertical)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlInsideHorizontal)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

Range("A1:A2").Select

With Selection

.HorizontalAlignment = xlCenter

.WrapText = False

.Orientation = 0

.AddIndent = False

.IndentLevel = 0

.ShrinkToFit = False

.ReadingOrder = xlContext

.MergeCells = False

End With

Selection.Merge

ActiveCell.FormulaR1C1 = ""

Range("B1:B2").Select

With Selection

.HorizontalAlignment = xlCenter

.VerticalAlignment = xlCenter

.WrapText = False

.Orientation = 0

.AddIndent = False

.IndentLevel = 0

.ShrinkToFit = False

.ReadingOrder = xlContext

.MergeCells = False

End With

Selection.Merge

Range("A8:B8").Select

Selection.Borders(xlDiagonalDown).LineStyle = xlNone

Selection.Borders(xlDiagonalUp).LineStyle = xlNone

With Selection.Borders(xlEdgeLeft)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeTop)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeBottom)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeRight)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlInsideVertical)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

Range("B14").Select

ActiveWindow.SmallScroll Down:=-9

End Sub

Sub ()

'

'

' 10.06.2008 (Managers)

''

Columns("B:B").Select

Selection.ColumnWidth = 30

Rows("1:8").Select

Range("C1").Activate

Rows("1:8").EntireRow.AutoFit

Range("A1:G8").Select

Selection.Borders(xlDiagonalDown).LineStyle = xlNone

Selection.Borders(xlDiagonalUp).LineStyle = xlNone

With Selection.Borders(xlEdgeLeft)

.LineStyle = xlContinuous

.Weight = xlThick

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeTop)

.LineStyle = xlContinuous

.Weight = xlThick

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeBottom)

.LineStyle = xlContinuous

.Weight = xlThick

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeRight)

.LineStyle = xlContinuous

.Weight = xlThick

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlInsideVertical)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

Range("A1:G2").Select

Selection.Borders(xlDiagonalDown).LineStyle = xlNone

Selection.Borders(xlDiagonalUp).LineStyle = xlNone

With Selection.Borders(xlEdgeLeft)

.LineStyle = xlContinuous

.Weight = xlThick

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeTop)

.LineStyle = xlContinuous

.Weight = xlThick

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeBottom)

.LineStyle = xlContinuous

.Weight = xlMedium

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeRight)

.LineStyle = xlContinuous

.Weight = xlThick

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlInsideVertical)

.LineStyle = xlContinuous

.Weight = xlMedium

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlInsideHorizontal)

.LineStyle = xlContinuous

.Weight = xlMedium

.ColorIndex = xlAutomatic

End With

Range("F1:F8").Select

Selection.Borders(xlDiagonalDown).LineStyle = xlNone

Selection.Borders(xlDiagonalUp).LineStyle = xlNone

With Selection.Borders(xlEdgeLeft)

.LineStyle = xlContinuous

.Weight = xlMedium

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeTop)

.LineStyle = xlContinuous

.Weight = xlThick

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeBottom)

.LineStyle = xlContinuous

.Weight = xlThick

.ColorIndex = xlAutomatic

End With

Range("A3:A8").Select

Selection.Font.ColorIndex = 1

Selection.Font.ColorIndex = 6

With Selection.Interior

.ColorIndex = 1

.Pattern = xlSolid

End With

Selection.Font.Bold = True

With Selection.Font

.Name = "Arial"

.Size = 12

.Strikethrough = False

.Superscript = False

.Subscript = False

.OutlineFont = False

.Shadow = False

.Underline = xlUnderlineStyleNone

.ColorIndex = 6

End With

With Selection.Font

.Name = "Bookman Old Style"

.Size = 12

.Strikethrough = False

.Superscript = False

.Subscript = False

.OutlineFont = False

.Shadow = False

.Underline = xlUnderlineStyleNone

.ColorIndex = 6

End With

Range("A1:G2").Select

With Selection.Interior

.ColorIndex = 6

.Pattern = xlSolid

End With

Selection.Font.ColorIndex = 1

Selection.Font.Bold = True

With Selection.Font

.Name = "Monotype Corsiva"

.Size = 10

.Strikethrough = False

.Superscript = False

.Subscript = False

.OutlineFont = False

.Shadow = False

.Underline = xlUnderlineStyleNone

.ColorIndex = 1

End With

Selection.Font.Bold = False

With Selection.Font

.Name = "Monotype Corsiva"

.Size = 12

.Strikethrough = False

.Superscript = False

.Subscript = False

.OutlineFont = False

.Shadow = False

.Underline = xlUnderlineStyleNone

.ColorIndex = 1

End With

Selection.Font.Bold = True

Selection.Font.Bold = False

With Selection.Font

.Name = "Monotype Corsiva"

.Size = 14

.Strikethrough = False

.Superscript = False

.Subscript = False

.OutlineFont = False

.Shadow = False

.Underline = xlUnderlineStyleNone

.ColorIndex = 1

End With

Range("B3:B8").Select

With Selection.Interior

.ColorIndex = 43

.Pattern = xlSolid

End With

Range("A1:A2").Select

With Selection

.HorizontalAlignment = xlCenter

.VerticalAlignment = xlCenter

.WrapText = False

.Orientation = 0

.AddIndent = False

.IndentLevel = 0

.ShrinkToFit = False

.ReadingOrder = xlContext

.MergeCells = True

End With

Range("B14").Select

End Sub

Sub ()

'

'

' 10.06.2008 (Managers)

''

Sheets("1").Select

Range("C3:C8").Select

Selection.Copy

Sheets("2").Select

Range("C3").Select

ActiveSheet.Paste

Sheets("1").Select

Range("D3:D8").Select

Application.CutCopyMode = False

Selection.Copy

Sheets("2").Select

Range("D3").Select

ActiveSheet.Paste

Sheets("1").Select

Range("E3:E8").Select

Application.CutCopyMode = False

Selection.Copy

Sheets("2").Select

Range("E3").Select

ActiveSheet.Paste

Range("A1:G2").Select

Selection.Font.ColorIndex = 5

Range("F11").Select

Sheets("2").Select

ActiveWorkbook.Sheets("2").Tab.ColorIndex = 3

Sheets("1").Select

ActiveWorkbook.Sheets("1").Tab.ColorIndex = 44

Sheets("3").Select

ActiveWorkbook.Sheets("3").Tab.ColorIndex = 6

Range("D41").Select

Sheets("2").Select

End Sub

Sub ()

'

'

'


'

Range("F3").Select

ActiveCell.FormulaR1C1 = "=RC[-1]/RC[-3]"

Range("F3").Select

ActiveCell.FormulaR1C1 = "=(RC[-1]/RC[-3])*100"

Range("F3").Select

Selection.NumberFormat = "#,##0.00"

Selection.AutoFill Destination:=Range("F3:F8"), Type:=xlFillDefault

Range("F3:F8").Select

With Selection

.HorizontalAlignment = xlCenter

.VerticalAlignment = xlBottom

.WrapText = False

.Orientation = 0

.AddIndent = False

.IndentLevel = 0

.ShrinkToFit = False

.ReadingOrder = xlContext

.MergeCells = False

End With

With Selection

.HorizontalAlignment = xlCenter

.VerticalAlignment = xlCenter

.WrapText = False

.Orientation = 0

.AddIndent = False

.IndentLevel = 0

.ShrinkToFit = False

.ReadingOrder = xlContext

.MergeCells = False

End With

Range("F8").Select

Selection.Borders(xlDiagonalDown).LineStyle = xlNone

Selection.Borders(xlDiagonalUp).LineStyle = xlNone

With Selection.Borders(xlEdgeLeft)

.LineStyle = xlContinuous

.Weight = xlMedium

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeTop)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeBottom)

.LineStyle = xlContinuous

.Weight = xlMedium

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeRight)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

Range("G3").Select

ActiveCell.FormulaR1C1 = "=(RC[-2]/RC[-3])*100"

Range("F3").Select

Selection.Copy

Range("G3").Select

Selection.PasteSpecial Paste:=xlPasteFormats, Operation:=xlNone, _

SkipBlanks:=False, Transpose:=False

Application.CutCopyMode = False

Selection.AutoFill Destination:=Range("G3:G8"), Type:=xlFillDefault

Range("G3:G8").Select

Range("G3:G8").Select

Selection.Borders(xlDiagonalDown).LineStyle = xlNone

Selection.Borders(xlDiagonalUp).LineStyle = xlNone

With Selection.Borders(xlEdgeLeft)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeTop)

.LineStyle = xlContinuous

.Weight = xlMedium

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeBottom)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeRight)

.LineStyle = xlContinuous

.Weight = xlMedium

.ColorIndex = xlAutomatic

End With

Range("G8").Select

Selection.Borders(xlDiagonalDown).LineStyle = xlNone

Selection.Borders(xlDiagonalUp).LineStyle = xlNone

With Selection.Borders(xlEdgeLeft)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeTop)

.LineStyle = xlContinuous

.Weight = xlThin

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeBottom)

.LineStyle = xlContinuous

.Weight = xlMedium

.ColorIndex = xlAutomatic

End With

With Selection.Borders(xlEdgeRight)

.LineStyle = xlContinuous

.Weight = xlMedium

.ColorIndex = xlAutomatic

End With

Range("F17").Select

End Sub

Sub ()

'

'

' 10.06.2008 (Managers)

''

Range("A1:H9").Select

Selection.Clear

Columns("B:B").ColumnWidth = 10.14

Columns("F:F").ColumnWidth = 9

Columns("G:G").ColumnWidth = 10.57

Columns("A:A").ColumnWidth = 9.57

Range("H19").Select

End Sub