Abstract
Scientific management of sales plan is one of the approaches to solve the strategic problem of business. In this paper, the effects of usng this approach and applying the computer oriented methods are discussed. In the design of sales planning, which consists of the functional method and the exponential one, the market analysis is applied to the action with respect to the accuracy, the rapidity, the cost and so on. Especially, the process of establishing the sales plan is considered. And then, apart from the traditional management, the more scientific determination of the marketing index and the sales quota based on the statistical method is analyzed.
