THE SEVEN STEPS OF SALES PLANNING

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    THE SEVEN STEPS OF SALES PLANNING - Presentation Transcript

    1. THE SEVEN STEPS OF SALES PLANNING By Alain Winandy WWW.AWAC.COM.BR WWW.INFOVAREJO.COM.BR
    2. THE SEVEN STEPS OF SALES PLANNING
      • Define a Promotional Calendar
      • Analyze/Track sales records
      • Project Sales
      • Project Results
      • Conciliate Sales and Results
      • Detail the Plan
      • Control, Evaluate, Adjust
    3. SALES PLANNING STEP BY STEP 1. Define a Promotional Calendar
      • Premise: Campaign aligned with Company strategy.
      • 1. Classify events in order of importance:
        • Very Important
        • Important
        • Less Important
      • 2. Define types of Campaigns:
        • Main
        • Secondary
        • One-time
        • Regular
      • 3. Define Campaign Details
        • Strategy
        • Duration (start and end dates)
        • Investment
      • 4. Define Desired Real Growth:
        • Projected inflation
        • Projected GDP growth
        • Trends (Competition, Target audience, Stores reform, Economy, other internal or external variables with significative effect)
      SALES PLANNING STEP BY STEP 1. Define a Promotional Calendar
    4. SALES PLANNING STEP BY STEP 2. Analyze/Track sales records
      • Growth over last year (same month or event)
      • Growth over last month
      • Other Indicators
    5. SALES PLANNING STEP BY STEP 3. Project Sales
      • Based on the previous steps, project company’s total sale month-to-month. This will be the first projection, or projection of initial sales .
    6. SALES PLANNING STEP BY STEP 4. Project Results
      • Project month-to-month revenues, company total :
        • Margins
        • Subsidy (negotiated monthly, plus commercial contracts)
        • Working Capital result
      • Project costs month-to-month, company total:
        • Fixed costs
        • Variables costs
        • Sales projection, Revenue projection and Expenses projection = Projected month-to-month Results.
    7. SALES PLANNING STEP BY STEP 5. Conciliate Sales and Results
      • According to the monthly income statement, adjust:
      • Sales 
      • Revenues
      • Expenses
      • To obtain the desired result .
    8. SALES PLANNING STEP BY STEP 6. Detail the Plan
      • Detail the plan per Section , taking into account  :
        • Campaign Type 
        • Seasonality
        • Trend (economy, growth, supply / market ...)
      • Detail the plan per Store , Region, taking into account :
        • Share/History 
        • Trend (competition, target audience, reform/rebuildment...)
      • Detail the plan per Day , taking into account :
        • Share of sales per week of the month, per day of week (in history)
        • Event period
        • Campaign period 
    9. SALES PLANNING STEP BY STEP: 7. Control, Evaluate, Adjust
      • Daily monitoring of total company sales by region, by store, by section, day by day 
      • Weekly adjustment
      • Program adjustment of the following month based on recent record of sales/revenues/expenses
      • CHASE SALES, BUT ALWAYS FOLLOWING THE PLANNED RESULTS 
      • Manage accordingly to the prediction of sales achievement, adjusting revenues and expenses to ensure the results .
    10. By Alain Winandy WWW.AWAC.COM.BR WWW.INFOVAREJO.COM.BR THE SEVEN STEPS OF SALES PLANNING

    + Alain WinandyAlain Winandy, 9 months ago

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    Define a Promotional Calendar
    Analyze/Track sales r more

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