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...
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
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