8/3/2019 Sales and Profit Planning
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In Focus
General Demands on Sales and Profit PlanningSales and profit
planning typically requires a comprehensive planning proc-
ess, which consolidates the knowledge of sales management on
future sales
quantities, the knowledge of marketing on future prices and
rebates as wellas the knowledge of accounting on the anticipated
development of costs to
form an overall picture of future profit.
Accordingly, most companies go through a sequence of steps to
collate
planning data across organizations and business units. For
example, actual
or former planning data is copied, extrapolated or revaluated
for the future
in order to create a plan proposal. Furthermore decentralized
manual data
entries are made and integrated into profit planning.
Often, sales and profit planning is an integrative and iterative
process, in
which various roles within Profitability Controlling are
involved, such as
the Sales Director, Regional Manager and Sales representative.
According to
the various roles involved in the planning process, you can
distinguish dif-
ferent planning approaches, for example centralized top-down
planning anddecentralized bottom-up planning. The levels and
contents of the individual
plans vary depending on the depicted approaches.
By reflecting a typical sales and profit planning process in the
above way,
you can derive the following demands on a planning tool which is
to per-
form professionally:
I Flexible determination of planning levels and content
I Personalization of individual planning tasks
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Sales and Profit Planning
Sales and Profit Planning is
part of the SAP R/3 Sys-tems Profitability Analysis
application. Sales and Prof-
it Planning enables you to
plan your sales and profits
effectively, on the basis of
an intuitive planning con-
cept and a state-of-the-art,
graphical user-interface.
Sales and Profit Planninghelps you to concentrate
your efforts, for example
on profitable customer
groups, products and sales
organizations, by support-
ing an integrated as well as
a decentralized planning
process.
