Hamsta Sales Budget
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SALES BUDGET
Sales Budget • A budget of company sales during a period in the future (detailly) • Part of company sales planning • Consist of (usually) : – – – – –
type of product (quality) quantity unit price sales time place
Company Sales Planning • Marketing goals : maximal return, market penetration, market development, market share, launch new product, etc • Sales organization (number of team, branches, etc) • Channel distribution (wholesaler, agent, etc) • Promotion medias (above the line (printing or not) and below the line) • Product research and developmnet (innovation)
• A sales budget shows expected sales in units at their expected selling prices • A sales budget is the cornerstone of budget preparation because a firm can complete the plan for other activities only after it identifies the expected sales level
Sales Budget Influenced By Some Factors : • Internal Factors : Previous sales, marketing and sales policies, production capacity, capital, etc controllable • External factors : competitiveness, demography, religion/norms or belief, economic condition, etc un-controllable
A company prepares the sales budget for a period usually based on the forecasted sales level
How to forecast the sales level
Non-statistical Method (relatively SUBJECTIVE)
Opini / judment method
Executive opinion, salesman opinion, consultant opinion, etc
Delphi technique
Opinion of panel expert
Statistical Method (more OBJECTIVE)
One variable (sales only)
Free hand method Semi-average method Moment method Least square method Parabolic method
Statistical Method (more OBJECTIVE)
One variable (sales only)
Free hand method Semi-average method Moment method Least square method Parabolic method
Statistical Method 2 (more OBJECTIVE)
Two variable or more (sales with adverstising and else) There are : variable independent(s) and dependent variable
Linier regression (simple) Multiple regression
Statistical Method 3 (more OBJECTIVE)
Specific Analysis
Industrial analysis or market share analysis (TOWS matrix) Product-line analysis End user analysis
Sales Budget Form Kerry Industrial Products Company Sales Budget For the First Quarter Ended June 30, 2007 Sale Forecast
Sales in units
April
May
June
Quarter
20,000
25,000
35,000
80,000
x $30
x $30
x $30
x $30
Selling price per unit Total sales
$600,000
$750,000 $1,050,000 $2,400,000
Sales Budget • A budget of company sales during a period in the future (detailly) • Part of company sales planning • Consist of (usually) : – – – – –
type of product (quality) quantity unit price sales time place
Company Sales Planning • Marketing goals : maximal return, market penetration, market development, market share, launch new product, etc • Sales organization (number of team, branches, etc) • Channel distribution (wholesaler, agent, etc) • Promotion medias (above the line (printing or not) and below the line) • Product research and developmnet (innovation)
• A sales budget shows expected sales in units at their expected selling prices • A sales budget is the cornerstone of budget preparation because a firm can complete the plan for other activities only after it identifies the expected sales level
Sales Budget Influenced By Some Factors : • Internal Factors : Previous sales, marketing and sales policies, production capacity, capital, etc controllable • External factors : competitiveness, demography, religion/norms or belief, economic condition, etc un-controllable
A company prepares the sales budget for a period usually based on the forecasted sales level
How to forecast the sales level
Non-statistical Method (relatively SUBJECTIVE)
Opini / judment method
Executive opinion, salesman opinion, consultant opinion, etc
Delphi technique
Opinion of panel expert
Statistical Method (more OBJECTIVE)
One variable (sales only)
Free hand method Semi-average method Moment method Least square method Parabolic method
Statistical Method (more OBJECTIVE)
One variable (sales only)
Free hand method Semi-average method Moment method Least square method Parabolic method
Statistical Method 2 (more OBJECTIVE)
Two variable or more (sales with adverstising and else) There are : variable independent(s) and dependent variable
Linier regression (simple) Multiple regression
Statistical Method 3 (more OBJECTIVE)
Specific Analysis
Industrial analysis or market share analysis (TOWS matrix) Product-line analysis End user analysis
Sales Budget Form Kerry Industrial Products Company Sales Budget For the First Quarter Ended June 30, 2007 Sale Forecast
Sales in units
April
May
June
Quarter
20,000
25,000
35,000
80,000
x $30
x $30
x $30
x $30
Selling price per unit Total sales
$600,000
$750,000 $1,050,000 $2,400,000
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