Beruflich Dokumente
Kultur Dokumente
Sales planning
Introduction
What for planning? What does sales planning do? What a sales plan is? What is planning process?
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Better implementation of corporate plans Provide a sense of direction Focus on realistic objectives Improve coordination Facilitate control Ensure healthy interpersonal relationships Reduce uncertainty and risk
Sales forecasting Developing objectives Developing the sales organization Formulating policies and procedures Preparing the budget
Supervision Delegation Coordination Motivation Ethical approach Routing, scheduling, staffing & training
Setting objectives
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Lack of awareness or understanding of important aspects Absence of proper planning Lack of systematic communication Absence of sales force involvement
Continued
Large
organizations are more accurate than smaller ones Top management involvement increases accuracy Bottom up approach is more accurate than top down Extent of communication of planning elements also influences accuracy