I. Definition of Sales Plan
Sales plan is the embodiment of enterprise strategic management, the path to achieve enterprise goals, and the guide for enterprise work content. It is a plan to guide enterprises to carry out product sales activities within the planning period. It is to conduct research inside and outside the enterprise, put forward assumptions and make predictions based on the examination of the advantages and disadvantages of the enterprise, and stipulate the types, quantities, sales prices, sales targets, sales channels, sales periods, sales revenues, sales expenses, sales profits, etc. of the products sold by the enterprise within the planning period according to sales tasks, demand forecasts and other information. It is an important basis for enterprises to formulate production plans and financial plans. The importance of an effective and controllable sales plan in the entire sales activity is self-evident. However, generally speaking, the span of a sales plan should not be too long. Enterprises need to constantly revise the sales plan in the process of determining sales targets, formulating sales strategies, and setting promotion budgets.
II. Classification of Sales Plan
(1) In terms of time length, sales plans can be divided into weekly sales plans, monthly sales plans, quarterly sales plans, annual sales plans, etc.
(2) In terms of scope, sales plans can be divided into overall sales plans for enterprises, sales plans for branches (departments), personal sales plans, etc.
(3) In terms of market areas, sales plans can be divided into overall sales plans and regional sales plans. Regions are generally divided according to administrative areas such as large regions or provinces, cities, counties, towns, etc., or they can be divided according to the actual sales scope and statistical areas of the enterprise.
(4) In terms of the nature of the enterprise, sales plans can be divided into sales plans for manufacturing enterprises, sales plans for distribution enterprises, sales plans for retail enterprises, etc. Due to the different nature of their operations and the products they sell, the methods and models for formulating market sales plans for various types of enterprises are not exactly the same.
3. Basis for formulating sales plans
The formulation of sales plans must have a basis, be well-reasoned and targeted, and be formulated in accordance with the actual operating and production conditions of the enterprise, combined with the market demand for products, the degree of market competition, the implementation of the previous sales plan, the construction of the sales team, and the sales conditions of competitors.