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Siebel Consumer Sector Guide > Sales Volume Planning > End User Procedures for Sales Volume Planning >

Viewing Sales Volume Planning Data

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Throughout the sales volume planning period, regional sales managers view sales volume planning data to monitor shipment or consumption amounts, gather feedback on the effectiveness of promotions, and track their progress in meeting their targets.

Viewing Shipments

Shipments are the amount of product shipped to accounts during a period of time. Many organizations use shipments to derive their target quantities. Because shipments are always historical data, you and your end users can view, but not modify, the shipment data.

To view shipments

Navigate to the Sales Volume Planning screen.
From the Show drop-down list, select Shipments, then select an account.
In the Category-Products explorer tree, select a product.
Optional. From the drop-down list, select Period Analysis.

Shipments by period appear in a graphical chart.

Viewing Consumption

Consumption is the amount of product purchased by customers during a period of time. Many organizations use consumption to derive baseline quantities. Because consumption is always historical data, you and your end users can view—but not modify—the consumption data.

To view consumption

Navigate to the Sales Volume Planning screen.
From the Show drop-down list, select Consumption, then select an account.
In the Category-Products explorer tree, select a product.
Optional. From the drop-down list, select Period Analysis.

Consumption by period appears in a graphical chart.

Viewing Baselines

Baseline data is the amount of product that would have been shipped, sold, or consumed in the absence of a promotion for a given period of time.

To view baselines

Navigate to the Sales Volume Planning screen.
From the Show drop-down list, select Baseline, then select an account.
In the Category-Products explorer tree, select a product.
Optional. From the drop-down list, select Period Analysis.

Baseline by period appears in a graphical chart.

Viewing Incremental Quantity

Incremental quantity is the amount of product that was shipped, sold, or consumed as a direct result of a promotion for a given period of time. For example, a product may be on sale for 50 percent off, and as a result a customer purchases two incremental pallets of the product in addition to the one the customer regularly purchases.

NOTE:  Incremental quantity is generated during promotion planning. For more information, see Trade Promotions.

To view incremental quantity

Navigate to the Sales Volume Planning screen.
From the Show drop-down list, select Baseline, then select an account.
In the Category-Products explorer tree, select a product.
In the Baseline list, execute a query for the period you want to analyze.

Incremental quantity from promotions executed during the selected period appears.

Viewing Targets

Targets are the amount of product a manufacturer expects its sales force to sell in a given period of time. This product data can be derived from historical shipment, baseline, or consumption information. Targets can incorporate growth or decline rates for the sales volume planning period.

To view targets

Navigate to the Sales Volume Planning screen.
From the Show drop-down list, select Target, then select an account.
In the Category-Products explorer tree, select a product.
Optional. From the drop-down list, select Period Analysis.

Targets by period appear in a graphical chart.

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