VAE 511: Livestock Entrepreneurship (1+0)

SALES PLANNING

• An essential sales leadership role is to establish a sense of purpose or vision and clear direction to reach there.
• A key element of a business’ strategic 12-month plan is to answer the question: “Where will all the sales come from?” The sales plan isn’t a guesstimate.
• It takes its direction from the marketing strategy and is based on thorough research and a considered positioning of the company within the market place.
• Sales planning involves predicting demand for the product and demand on the sales assets (machines, people, or a combination of both).
  • Failure to plan always means lost sales and sometimes over production.
  • Planning insures that when a consumer wishes to purchase the product, the product is available, but it also means opportunities for additional sales are presented and the sales assets are available to exploit these opportunities.It is making available the product at right place at right time and at right price.
  • Planning should allow for meeting increased customer demand for more products, services and/or customization as the business is growing, but also react quickly when demand decreases.
  • Sales planning improves efficiency and decreases unfocused and uncoordinated activity within the sales process.