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
 Territory’s 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 Sales force
 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
 Behavior
 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