Can the sales performance be improved with what planning and control tools? The planning process begins with the analysis of currently available is information. These are taking stock of the current customer structure, product positioning, market data and the own sales potential in the context of sales planning. From this information, strategic sales objectives can be developed and then implemented in the operative sales planning incorporating the business visions and goals. For individual employees in sales, the sales planning phase in the establishment of an individual target agreement spelled out. ormation. On the basis of holistic concepts see also Becker, Jorg: intellectual capital report with customer barometer capital of the customer relationship, ISBN 9783837051773. Sales planning tools to support the sale, at an early stage to identify trends, competition to position products, ensuring high profitability and contributions as well as success and profit potential to build for the future. In addition, data and information from sales controlling form the basis for the strategic direction of the company as a whole and by pointing out interesting markets and business areas.
The sales planning helps to answer questions such as: how are the services of the company from the market declined? What sales resources for this purpose used as well as what sales potentials are the decisive factor for this? can the sales performance be improved with what planning and control tools? What room for manoeuvre consist of innovative forms of market manipulation and customer service concepts? What sales information system used for the customer-oriented market control and manipulation? Based on holistic concepts see also Becker, Jorg: intellectual capital report with customer barometer capital of the customer relationship, ISBN 9783837051773. decision support indicators price analysis: A broadly based assessment of the price development needs through the regular Analysis of a wide range of short-term economic indicators are supplemented. Such an analysis does not mechanically “is permitted, but must be seen against the background of the behavioural and structural uncertainties that characterize the relationship between changes in consumer prices and changes in other macroeconomic variables. Largely exogenous factors that mainly though only once the price level impact, but still generate a pressure on the prices or increase include the influencing variables rather temporarily determine the price climate. The assessment of price developments is not mechanically change the relevant short-term indicators due to price changes, because certain developments often differently affect price that. It depends on how consumers and other economic actors to respond, i.e. how likely second-round effects”are.