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Siebel Consumer Sector Guide > Sales Volume Planning > About Sales Volume PlanningSales volume planning is an iterative process by which consumer goods manufacturers model the projected sales for an upcoming period. Companies capture and update salesperson-influenced data pertaining to the quantity or value of product that will be purchased by their customers during a given period of time. 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 use sales volume planning as part of their annual forecasting process based on the following data: These 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 11 for definitions and sources of these data sets. 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. |
Siebel Consumer Sector Guide |