- MNM3703 -
ASSESSMENT NUMBER XX
By
Name Student Number Student Email
Date of submission:
xxxx-xx-xx
, TABLE OF CONTENTS
DECLARATION ................................................................... ERROR! BOOKMARK NOT DEFINED.
INTRODUCTION ............................................................................................................................... 1
1 STEPS IN SALES FORECASTING.......................................................................................... 1
1.1 BASIC ISSUES IN FORECASTING................................................................................... 1
1.2 DETERMINING THE FACTORS THAT AFFECT FUTURE SALES IN A BUDGET
PERIOD ............................................................................................................................. 1
1.3 SELECTING METHOD OF FORECASTING ..................................................................... 2
1.4 DOING INITIAL SALES FORECAST ................................................................................. 3
1.5 DOING FINAL SALES FORECAST ................................................................................... 3
1.6 SETTING OPERATIONAL PLANS TO ACHIEVE ESTIMATED SALES ........................... 3
1.7 EVALUATING AND REVISING THE SALES FORECAST ................................................ 3
2 CATEGORIES OF OBJECTIONS ............................................................................................ 4
2.1 STALLING OBJECTIONS .................................................................................................. 4
2.2 NO-NEED OBJECTIONS................................................................................................... 4
2.3 PRICE OBJECTIONS ........................................................................................................ 5
2.4 PRODUCT OBJECTIONS ................................................................................................. 5
3 TERRITORY DESIGN .............................................................................................................. 6
3.1 STEPS IN TERRITORY DESIGN ...................................................................................... 6
3.1.1 Select a Geographical Control Unit ............................................................................ 6
3.1.2 Estimate Market Potential in Each Control Unit ......................................................... 6
3.1.3 Combine Control Units into Tentative Territories ....................................................... 6
3.1.4 Perform Workload Analysis ........................................................................................ 7
3.1.5 Revise and Adjust Tentative Territories to Allow For Sales Potential and
Coverage Difficulty Differences .................................................................................. 7
3.1.6 Assign Salespeople to Territories .............................................................................. 7
3.2 TRAINING PERSONNEL AND PLACE ............................................................................. 8
3.2.1 Who is Suitable to Train the New Personnel .............................................................. 8
3.2.2 Where Should the Training Take Place ..................................................................... 8
CONCLUSION ................................................................................................................................... 9
REFERENCES .................................................................................................................................. 9
ASSESSMENT NUMBER XX
By
Name Student Number Student Email
Date of submission:
xxxx-xx-xx
, TABLE OF CONTENTS
DECLARATION ................................................................... ERROR! BOOKMARK NOT DEFINED.
INTRODUCTION ............................................................................................................................... 1
1 STEPS IN SALES FORECASTING.......................................................................................... 1
1.1 BASIC ISSUES IN FORECASTING................................................................................... 1
1.2 DETERMINING THE FACTORS THAT AFFECT FUTURE SALES IN A BUDGET
PERIOD ............................................................................................................................. 1
1.3 SELECTING METHOD OF FORECASTING ..................................................................... 2
1.4 DOING INITIAL SALES FORECAST ................................................................................. 3
1.5 DOING FINAL SALES FORECAST ................................................................................... 3
1.6 SETTING OPERATIONAL PLANS TO ACHIEVE ESTIMATED SALES ........................... 3
1.7 EVALUATING AND REVISING THE SALES FORECAST ................................................ 3
2 CATEGORIES OF OBJECTIONS ............................................................................................ 4
2.1 STALLING OBJECTIONS .................................................................................................. 4
2.2 NO-NEED OBJECTIONS................................................................................................... 4
2.3 PRICE OBJECTIONS ........................................................................................................ 5
2.4 PRODUCT OBJECTIONS ................................................................................................. 5
3 TERRITORY DESIGN .............................................................................................................. 6
3.1 STEPS IN TERRITORY DESIGN ...................................................................................... 6
3.1.1 Select a Geographical Control Unit ............................................................................ 6
3.1.2 Estimate Market Potential in Each Control Unit ......................................................... 6
3.1.3 Combine Control Units into Tentative Territories ....................................................... 6
3.1.4 Perform Workload Analysis ........................................................................................ 7
3.1.5 Revise and Adjust Tentative Territories to Allow For Sales Potential and
Coverage Difficulty Differences .................................................................................. 7
3.1.6 Assign Salespeople to Territories .............................................................................. 7
3.2 TRAINING PERSONNEL AND PLACE ............................................................................. 8
3.2.1 Who is Suitable to Train the New Personnel .............................................................. 8
3.2.2 Where Should the Training Take Place ..................................................................... 8
CONCLUSION ................................................................................................................................... 9
REFERENCES .................................................................................................................................. 9
