Unit 3 Sales Planning Control Sales planning is

Unit: 3 Sales Planning & Control: • Sales planning is an effective method that involves sales forecasting, demand management, 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.

The seven steps to create your sales plan : • Outline Your Mission & Objectives. • Describe Your Sales Team's Roles & Responsibilities. • Define Your Customer Focus. • Consider Your Strategies & Tactics. • List Your Sales Plan Tools & Systems. • Assign Your Sales Plan targets • Create Your Sales Plan Budget.

Sales Forecasting & Budgeting • Budgeting is a summary of total revenue from all products or services sold. • Forecasting on the other hand is an estimate of how much will be sold over the set period of time.

Sales control • Sales control is one of the function of sales management which ensures the sales achievement and profit objectives of the company by coordinating effectively and efficiently the different sales functions

Methods of sales control • • Establishing sales territories. Allocating of sales quota. Maintaining continuous contact with salesmen. Determining authorities and rights of salesmen. Routing and scheduling sales personnel. Salesmen's reporting. Complaint and objection notes. Analyzing sales expenses.

Sales reporting • It shows increasing or decreasing of sales • Find out opportunities in market area • Correctly dated, all products , categories , all department, area • Sales person name and product • Weekly highlights, target achieved • Seasonal influence, staff seekness, holidays.

Purpose of sales report • Sales planning: -plan as per time and work • Data for evaluation: -call made, order signed, total days work, total kilometers, selling experience, advertising, prospects, training of distributors • Records: -of suggestions, complaints, reactions of customers regarding prices , promotions which help to plan long term and short term policies.

• Market information: - of competitors policies, launching new product, market test, promotional activities, new pricing strategies. • Help to organize logistics: -planning and stocking in stores

Types of sales report: • 1. Call reports or progress report: Call made during week , month Watch on sales personnel activities Find out the position of product in that territory Help to identify the competitors move regarding new product launching, promotional activities etc

• 2. Expense report: - Tax purpose and total expenses during the selling 3. Sales work plan: -Helps to plan and schedule within the time frame, identify the needs and correction 4. Complaint Report: - complain from sales personnel and customer Helps management for improvement

• 5. Monthly report: - Daily report used for monthly sales report • 6. Territory sale and coverage plan report: Find out where the sales is good or bad in the territory. 7. Daily sales call report: - visit made by the sales person and their feedback. 8. Expiry goods and breakage report: -Dameged and expired product

• 9. Order booking report: - Transaction booking history, new order booked bysales person, sales representative • 10. Monthly and quarterly sale sreport: compared with last year also