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About Sales Volume Planning
Companies use sales volume planning as part of their annual forecasting process based on the following data:
- Baseline
- Incremental
- Target
- Shipment
- Consumption
These five data sets make the sales volume planning process possible and provide feedback, in the form of baseline and target quantities, for current and future sales volume plans. This data may be developed internally or supplied by a third party. Refer to Table 15 for definitions and sources of these data sets.
NOTE: This chapter uses the term quantity to represent any amount in sales volume planning. You can also use a monetary amount, such as currency, in sales volume planning. However, you cannot execute sales volume planning using quantity and monetary amounts at the same time.
Companies should perform complex trending and data modification on the initial load of historical records, such as shipment history, before importing this data into Siebel base tables.
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Siebel Consumer Sector Guide Published: 18 April 2003 |