Logistics. Sales planning (most important)

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Logistics. Sales planning (most important)

Lecture notes, cheat sheets

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13. SALES PLANNING

Many enterprises, in order to overcome the crisis, develop a business plan, in which an important place is given to justifying the volume of sales. Others depend on its size. data - such as income, expenses, profit.

Development of a trade turnover plan comes down to determining the needs of consumers for goods and services. Timely and accurate identification of needs serves as the basis for purchasing goods on time from suppliers, in the required quantity and required quality. If the need for goods is estimated at a deviation from the required value, then the consequences will be severe: excess goods will have an impact on the deterioration of the financial situation, and their shortage can lead to interruptions in trade, loss of customers and a decrease in sales volume.

The basis for developing a trade turnover plan

in the range are: accounting for the nature of changes in the structure of sales in the region as a whole and according to budget surveys of households; achieved sales volume by product groups; materials for the analysis of current trends in the structure of sales of goods by the enterprise over the past 3-4 years. Particular attention is paid to the following issues:

1) dynamics of total sales by types and product groups in current and comparable prices. The possibility of expanding sales of any goods should be considered;

2) the share of trade turnover by product groups and by total volume in the commodity markets of the region. Particular attention should be paid to comparing the turnover indicators of a wholesale enterprise with the value and trends in indicators of competing enterprises. If the company has many competitors, then it is worth considering the possibilities of working in another region;

3) the share of retail and wholesale buyers in total sales;

4) applications of buyers.

Stages of developing a sales plan.

1. On the basis of planned production indicators, resource requirements are established, as well as the main suppliers of resources. Comparison of available and required resources allows logistics experts to make sure that the movement of material resources in the required volumes can actually be ensured during the period under consideration.

2. A program is drawn up for the movement of products through the supply chain: from manufacturing enterprises to retailers and end consumers of products. At this stage, the needs for warehouses and vehicles are planned, the volume of resources is taken into account in terms of external and internal possibilities for servicing consumers in a given planning period. When there is a shortage of vehicles and storage space, the developers of the sales plan review the already developed logistics programs. At the same time, the previously drawn up plan for the production and sales of products is adjusted.

3. Warehouse layouts and traffic flows are being optimized. Calendar plans-schedules of preparation of products for shipment and deliveries of products to consumers are being developed.

The total volume of sales of products in the planned year is determined by all types of supplies and terms, as well as the terms of payment and shipment, agreed with consumers.

Author: Shepeleva A.Yu.

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