What is sales planning?

1 year ago

There are various sources of information for sales planning viz. primary data, secondary data, other sources and sales intelligence. When new data is gathered specifically for a project in hand, it is primary data. When data already available is used for some other organizational purpose, the data is secondary data.

MIS or Management Information Systems and DSS or Decision Support systems can be concluded as examples of other sources of sales planning. Internal sales data and product life cycle patterns are some other examples of other sources of information for sales planning.

The information provided by the sales people to an organization based on their on-field experiences is termed sales intelligence. Sales people are expected to provide information for sales planning as they possess vital information about the market that can be used to develop sales forecasts and sales quotas.

Susmita Sah
Jan 17, 2022
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