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SALES BUDGET ,FORCASTING AND CONTROL,[object Object],By:-,[object Object],     Jitendra Singh,[object Object],     Roll No. - 19,[object Object],     PGDM IV SEM,[object Object]
Sales Budget,[object Object],[object Object]
It helps in planning and coordination of the organization’s activities. Sales budgets are developed for the smooth functioning of the sales function.,[object Object]
As a mechanism of control and
An instrument of planning.    There are several benefits an organization derives from budgeting.,[object Object]
Cont.,[object Object],[object Object],Improved planning,[object Object],Better communication and coordination,[object Object],Performance evaluation,[object Object],Psychological benefits ,[object Object],Avoiding uncontrolled expenditure.,[object Object]
Cont.,[object Object],[object Object],Marketing Plane,[object Object],Sales Force Budget,[object Object],Sales Forecast,[object Object]
Types Of Budget,[object Object],[object Object]
Sales budgets
Selling expense budget
Administrative budget
A sales budget gives a plan showing the expected sales for a specified period in the future.,[object Object]
Administrative budget specifies the budgetary allocations for general administrative expenses that would be incurred by the sales department.,[object Object]
Affordability method
Percentage-of-sales method
Competitive parity method
Objective-and-task method
Return-oriented method.,[object Object],[object Object]
Sales forecasting is very popular in industrially advanced countries where demand conditions are always uncertain than the supply conditions.,[object Object]
The sales forecasting process is a critical one for most businesses. ,[object Object]
Types Of Forecasting,[object Object],There are two major types of forecasting, which can be broadly described as macro and micro:,[object Object],Macro forecasting is concerned with forecasting markets in total. This is about determining the existing level of Market Demand and considering what will happen to market demand in the future.,[object Object],Micro forecasting is concerned with detailed unit sales forecasts. This is about determining a product’s market share in a particular industry and considering what will happen to that market share in the future.,[object Object]
Selection Of Forecasting,[object Object],[object Object],(1) The degree of accuracy required– if the decisions that are to be made on the basis of the sales forecast have high risks attached to them, then it stands to reason that the forecast should be prepared as accurately as possible. However, this involves more cost,[object Object]
Cont.,[object Object],(2) The availability of data and information- in some markets there is a wealth of available sales information (e.g. clothing retail, food retailing, holidays); in others it is hard to find reliable, up-to-date information.,[object Object],(3) The time horizon that the sales forecast is intended to cover. For example, are we forecasting next weeks’ sales, or are we trying to forecast what will happen to the overall size of the market in the next five years?,[object Object]
Cont.,[object Object],(4)The position of the products in its life cycle.,[object Object], For example, for products at the “introductory” stage of the product life cycle, less sales data and information may be available than for products at the “maturity” stage when time series can be a useful forecasting method.,[object Object]
The Relationship of Forecasting to Budgets,[object Object],[object Object],Sales Forecasts,[object Object],Sales Budget,[object Object],Production Budget,[object Object],Sales & Administration Expenses Budget,[object Object],Revenue Budget,[object Object],Direct Labor Budget,[object Object],Revenue Budget,[object Object],Cost of Goods Sold Budget,[object Object],Factory O/H Budget,[object Object],Budgeted P/L Statement,[object Object],Expenses,[object Object],Budget,[object Object],Budgeted Balance Sheet,[object Object]
Purposes Of Short term Forecasting,[object Object],Appropriate production scheduling,[object Object],Reducing cost of purchasing R/M,[object Object],Determining appropriate price policy,[object Object],Setting sales targets and establishing controls and incentives,[object Object],Evolving a suitable promotional program,[object Object],Forecasting short-term financial requirements,[object Object]
Purposes Of Short term Forecasting,[object Object],Planning of a new unit or expansion of an existing unit,[object Object],Planning of long-term financial requirements,[object Object],Planning of man-power requirements,[object Object]
A common method of preparing a sales forecast has three stages ,[object Object],Prepare a macroeconomic forecast – what will happen to overall economic activity in the relevant economies in which a product is to be sold.,[object Object],Prepare an industry sales forecast – what will happen to overall sales in an industry based on the issues that influence the macroeconomic forecast.,[object Object],Prepare a company sales forecast – based on what management expect to happen to the company’s market share.,[object Object]
Forecasting Process,[object Object],Determined independent and dependent variables,[object Object],Develop Forecast Procedure,[object Object],Forecast Objective,[object Object],Select forecast Analysis method,[object Object],Evaluate Result versus forecast,[object Object],Total forecast Procedure,[object Object],Gather & analyze data,[object Object],Present assumption about data,[object Object],Make & finalize forecast,[object Object]
Cont.,[object Object],[object Object],user expectations,,[object Object], sales force composite,,[object Object],jury of executive opinion,,[object Object], Delphi technique and market test.,[object Object]

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Sales budget ,forcasting and control