Sales Budgeting

Who is going to sell how much in what time

The Sales Budget

Unit sales by sales territory Unit sales by month Unit sales by account Unit or rupee sales Forecasting Methods

Selling Expenses
Travel costs Board and lodge Standard costing Historical costing Actual or fixed expense

Procedure
Top down or bottom up planning Profit centre costing Handling competition Fixed percentage of selling to sales ratio For control purpose

Quotas
Unit sales quota Re sales quota Total volume quota Point sales quota

Methods of setting quotas

Territorys sales potential Derived from total market estimates Executive judgment Compensation plans Setting your own quotas Expense quotas Net profit quota Activity Quota

Sales Forecasting Techniques

Jury of Executive Opinion Delphi technique Poll of Salesforce Consumer Surveys Test marketing Hunch/Intuition

Statistical methods

Past percentage method Moving average method Time series analysis Regression analysis Exponential smoothing Econometric models Price sensitivity analysis Test marketing

Evaluation of forecasts

Evaluating Sales Personnel

Targets No of meetings/calls Order call ratio Relationships Behaviour Expenses

Least risky and enjoyable job

Travel to nice places Stay in good hotels Plenty of time for yourself Every job is a sales job