Sales objectives aim for profitable selling, focusing on specific sales volumes and sustained growth, which can be achieved through teamwork in forecasting, understanding market and sales potential, and improving products and techniques.
sales objective aims to ensure that an organisation achieves profitable
selling. There are two types of sales objectives: pursuing specific set sales volumes
and maintaining sustained sales growth. The latter can be achieved in a competitive
environment if salespeople are able to think creatively and advise management about
their product ranges by suggesting new additions, withdrawing obsolete products,
and improving existing products or the distribution channel. Salespeople can also
work on improving sales techniques. Sales objectives go hand in hand with sales
forecasting and therefore management needs to consider the following:
■ sales forecasting as a team effort;
■ the relationship between market potential, sales potential and sales forecasting;
■ the aspects that affect sales forecasts;
■ the steps of sales forecasts; and
■ the different methods of sales forecasting
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