Essay

MNM3703 Ass 03 Portfolio Assignment Essay answers

7 purchases

Course
MNM3703 - Sales Management (MNM3703)

Institution
University Of South Africa (Unisa)

MNM3703 Ass 02 Portfolio Essay answers. I received 95% for this module and wish you the best of luck! For a business to gain market share, it needs to satisfy the needs of customers within its target market. To do this, it is vital for the sales team within the organization to conduct sales fore...

[Show more]

Preview 2 out of 12 pages

View example

Uploaded on October 8, 2021
Number of pages 12
Written in 2021/2022
Type Essay
Professor(s) Unknown
Grade A+

racheljay Member since 4 year 123 documents sold

- 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

The benefits of buying summaries with Stuvia:

Guaranteed quality through customer reviews

Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.

Quick and easy check-out

You can quickly pay through EFT, credit card or Stuvia-credit for the summaries. There is no membership needed.

Focus on what matters

Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!

Frequently asked questions

What do I get when I buy this document?

You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.

Satisfaction guarantee: how does it work?

Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.

Who am I buying this summary from?

Stuvia is a marketplace, so you are not buying this document from us, but from seller racheljay. Stuvia facilitates payment to the seller.

Will I be stuck with a subscription?

No, you only buy this summary for R87,00. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

69411 documents were sold in the last 30 days

Founded in 2010, the go-to place to buy summaries for 15 years now

Start selling

Essay

MNM3703 Ass 03 Portfolio Assignment Essay answers

Document information

Subjects

Written for

Seller

Reviews received

Content preview