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Sales Planning

Sales planning involves forecasting demand, setting profit targets, and executing a written sales plan. It organizes activities to achieve business goals and includes setting objectives, evaluating alternatives, formulating forecasts and budgets, and implementing and reviewing the plan.

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kunal garg
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22 views8 pages

Sales Planning

Sales planning involves forecasting demand, setting profit targets, and executing a written sales plan. It organizes activities to achieve business goals and includes setting objectives, evaluating alternatives, formulating forecasts and budgets, and implementing and reviewing the plan.

Uploaded by

kunal garg
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Sales Planning

or
Planning the Sales
Efforts
Meaning
Sales planning is an effective method that
involves sales forecasting, demand management, setting
profit-based sales targets, and the written execution steps of
a sales plan. 
Sales Planning is the process of organizing activities that are
mandatory to achieve business goals.
Components of Sales Planning

Selling Objectives
Types of Sales Plans
Sales Plan on the Basis of Market Area
Sales Plan on the basis of Selling Functions
Sales Plan on the basis of Types of Customers
Sales Plan on the basis of Types of Products
Sales Plan on the basis of Time Period
Process of Sales Planning
1. Setting Sales Objectives
2. Study of Marketing Environment
3. Search for Various Alternatives
4. Evaluating various alternatives & selecting best one
5. Formulating Sales forecasts and sales Budget
6. Formulation of Main & Supportive Sales Plan
7. Approval of Top Management
8. Implementation of Sales Plan
9. Evaluation and Review of Plan
Significance of Sales Planning

Better Implementation of Corporate Plans


Provide a Sense of Direction
Focus on Realistic Objectives
Improve Co-ordination
Facilitate Control
Ensure Healthy Interpersonal Relationships
Reduce Uncertainty & Risk

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