SALES MANAGEMENT PLANNING. Planning, deciding what to do in the future. it involve setting objective and determine ways to achieve them. poor manager work on yesterday problem. Good manager work on today problem. Excellent manager work on tomorrow problems. Modern sales management planning has to be information based. information for better decision making is supplied to sales manager by the method of MIS.information can be handle by many source, Sales intelligence…sales people are expected to provide information for sales planning, And there is a growing need for better sales intelligence from the field. Sales people need to provide competitor data. Which include consist of people equipment procedure to gather sorting analyzing and evaluating and distributing the needy and time information to marketing decision making The first step of the sales management planning process is to identify specific company goals. This portion of the planning process Include, (2) Identify Resources Each goal should have financial and human resources projections associated with its completion. For example, a management plan may identify how many sales people it will require and how much it will cost to meet the goal of increasing sales by 25 percent. (3) Establish Goal-Related Tasks Each goal should have tasks or projects associated with its achievement. For example, if a goal is to increase profits by 25 percent, a manager will need to outline the tasks required to meet that objective. Examples of tasks might include increasing the sales staff or developing advanced sales training techniques (4) Establish Evaluation Methods A management planning process should include a strategy for evaluating the progress toward goal complete throughout an established time period. One way to do this is through requesting a monthly progress report from department heads. Where do we stand now? How much will be the plan cost? What are the result? What changes need to be made? To attract quality people. Expert people reduces the sales expenses. Retaining quality Achievement of objectives. Better relationship between the manager and employees. Budget: it’s related to the financial statement of the organization. Budgeting: Estimated future levels of revenue, selling expenses, and profit contributions of the sales function. The sales budget will outline the product and services. A sales budgeting is a smaller budget that is part of the master budget of a business. The sales budget focuses only an to cover sales activities and how much it is costing the business to produce the products or services for sale. The sales budget is developed to help the sales, the needs of the production, team, evaluate the sales and performances. (1) Sales Budget - The sales budget is an estimate of future sales, often broken down into both units and dollars. It is used to create company sales goals. (2) Production Budget - Product oriented companies create a production budget. It is an estimate of the number of units that must be manufactured in order to meet the sales goals. The production budget also estimates the various costs involved with manufacturing those units, such as labor, material, and other expenses. Cash Flow Budget - The cash flow budget is a prediction of future cash receipts and expenditures for a particular time period. It usually covers a period in the short term future. The cash flow budget helps the business determine when income will be sufficient to cover expenses and when the company will need to seek outside financing. Marketing Budget - The marketing budget is an estimate of the funds needed for promotion, advertising, and public relations in order to market the product or service.