Sales Planning in Relation to Strategic Growth: a tool to support optimization and profitability
Valu, Riina (2021)
2021
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2021112321333
https://urn.fi/URN:NBN:fi:amk-2021112321333
Tiivistelmä
This thesis focuses on developing a tool for the case company to use in sales planning purposes. Sales planning is one of the key processes in the company to deliver and follow the committed revenue targets and drive the company towards profitable growth.
This thesis is conducted based on the current state analysis, literature review to search for relevant existing knowledge and best practice, and co-creation and evaluation of the development proposal with the colleagues. The data used in this thesis was collected mainly by interviews, but also by analysing the case company documents.
This thesis revealed that the current sales planning tool was user-friendly, yet it needed to be replaced to make better analysis of the data. The new tool selected was analysed to be most suitable for the case company. It also makes it easier for the case company to compare the targets against the actual materialized sales. With this new tool, the case company can also make sure their plans support their actions towards profitable growth. The outcome of the thesis will help the case company to analyse better their sales plans and foresee the needs to support the production planning and availability of products in the correct markets and regions.
This thesis is conducted based on the current state analysis, literature review to search for relevant existing knowledge and best practice, and co-creation and evaluation of the development proposal with the colleagues. The data used in this thesis was collected mainly by interviews, but also by analysing the case company documents.
This thesis revealed that the current sales planning tool was user-friendly, yet it needed to be replaced to make better analysis of the data. The new tool selected was analysed to be most suitable for the case company. It also makes it easier for the case company to compare the targets against the actual materialized sales. With this new tool, the case company can also make sure their plans support their actions towards profitable growth. The outcome of the thesis will help the case company to analyse better their sales plans and foresee the needs to support the production planning and availability of products in the correct markets and regions.