Sales Plan Research Articles

Attention, Interest, Search, Action, and Share Method as a Sales Promotion Strategy for Indonesian Public Figure Food Products through Creative Advertising

The purpose of this research is to examine and analyze the phenomena of Indonesian public figures' food businesses in terms of creative advertising using the Attention, Interest, Search, Action, and Share (AISAS) technique, as well as its relationship to Integrated Marketing Communication (IMC). The research method is qualitative, using a case study approach, and it entails gathering thorough data from a variety of sources connected to the study's subject. The findings suggest that the AISAS approach via IMC is a product marketing tool that can spark innovative digital sales concepts. According to research, prominent figures' popularity does not ensure the long-term marketing of a product because it is merely a short-term sales plan that does not consider long-term programs. This study's impact is likely to be significant

Persamaan Fungsi Linear dalam Analisa Penjualan 2020 pada UMKM Kuliner RIN SWEET CAKES & COOKIES, Loa Janan Samarinda

A business that lasts a long time without realizing it may not actually be profitable, but it is still going on. From this statement, the BEP for Rin Sweet Cakes and Cookies culinary was began. In addition, fluctuations in material prices and other costs often change every month. The analysis was carried out through linear equation graph by utilizing the sales and cost equations that occurred throughout 2020. So that the BEP value, margin of safety and future sales plans are produced. The results of the analysis stated that the production volume during BEP was around 2,594 pcs consisting of muffins, roti gembong and lapis legit. The margin of safety is 14.31%. The average operating profit obtained in 2020 is Rp. 5,662,046,- by bearing the loss for muffin products Rp.666.751,- and lapis legit Rp. 1.452.859,-. Based on sales data for 2020, the lapis legit will be a possible product to be made in future sales business plans.

ACCOUNTING OF FIXED ASSETS HELD FOR SALE UNDER TFRS 5 AND SAMPLE APPLICATIONS

Assets that businesses acquire for use in their operations and that they do not intend to dispose of within an operating period are expressed as fixed assets. Although fixed assets are the most important asset group that provides cash flow to the business, businesses sometimes wish to dispose of their fixed assets. In particular, if the business management has a detailed sales plan for the sale of the fixed asset and the asset is likely to be sold in the market, the relevant fixed asset or asset group is removed from the fixed asset account group and transferred to current assets in accordance with the “TFRS 5 Non-current Assets Held for Sale and Discontinued Operations” standard. In the process of classifying non-current assets that the entity withdraws from use or production as held for sale, their net book values are compared with their fair values less costs to sell and recorded at the lower value. If the sale of the asset is not realized, it continues to be measured at the end of the period with the lower of net book values and fair value less costs to sell. When the relevant literature is examined, it is seen that the TFRS 5 Non-current Assets Held for Sale and Discontinued Operations standard finds application in banks and financial leasing companies. In this context, in this study, information on the classification, measurement and presentation in financial statements of fixed assets held for sale are given.

Analisis Perencanaan Laba Di PT. Kimia Farma Trading Dan Distribution Cabang Serang

Break even point analysis is a tool or method used by management to recognize a certain level of sales so that there is no natural profit or loss. Break even point analysis is also used to recognize the level of sales volume before the company faces a loss so that it can be used by managers to determine sales planning and profit planning. The purpose of this study is to describe the application of profit planning analysis, explain the picture of sales planning, describe the minimum sales that must be maintained and the profit planning that will be targeted in the future. Based on the results of research by PT. Kimia Farma Trading and Distribution Serang Branch in 2021 the break even point level obtained was IDR 286,264,096. The planned sales plan in 2021 is IDR 1,413,309,728, in 2022 it is IDR 657,359,478 with a profit planning of IDR 447,154,873.

Net Zero: The Remaining Global Market Volume for Internal Combustion Engines in Light-Duty Vehicles under a 1.5 °C Carbon Budget Trajectory

To achieve the goals of the Paris Climate Agreement, decarbonization targets for the global automotive industry are required. We assess the quantity of light-duty vehicles (LDVs) with internal combustion engines (ICEs) that can be manufactured within the identified carbon budget and compare it with the current sales plans of the four largest automobile manufacturers—Volkswagen, General Motors, Toyota, and Hyundai/Kia—as representative of traditional car manufacturers. We first describe the quantification of a carbon budget for LDVs under the 1.5 °C target and a methodology for calculating the market shares that will allow different drive-train technologies to stay within it. The global LDV market for new sales and historic and future vehicle retirement rates are presented, together with assumptions for car usage (in passenger kilometres per year) and fuel efficiencies. We calculate the quantity of ICE LDVs that can be sold before the manufacture of ICEs must cease globally. We then compare this upper global limit with the current sales plans of car companies. The plans of the four manufacturers differ, but all considerably exceed the number of ICE vehicle sales required to meet the 1.5 °C target. This analysis does not forecast the development of the global LDV market, but assesses the gap between manufacturers’ intention and the requirement under a 1.5 °C pathway.

Using a multi–stage progressive sales plan as a tool to improve the efficiency of managers

Profit growth is considered an economically justified indicator of business success. In conditions of high competition of goods and services of small and medium–sized businesses, the sales department acts as a key component that ensures the sale of products and, accordingly, determines the profitability of the company. The creation of methodological tools to improve the efficiency of the sales department is a popular applied task of modern scientific research.The article is devoted to the problem of improving the efficiency of the sales department. The author states that the creation of a progressive plan allows you to increase sales. The purpose of the article is to describe the author’s methodology for using a multi&stage progressive sales plan as an effective tool for improving the efficiency of managers. The novelty of the research lies in the development of a multi–component comprehensive sales plan that allows to increase the company’s profit by creating conditions for the formation of sustainable motivation of managers.

THE EFFECT OF FAN’S BRAND TRUST ON BRAND LOYALTY

<p>The aim of this study is to analyze and evaluate the determination of trust and loyalty level of basketball fans to their team and to help form strategic sales plan considering the trust and loyalty level of fans to their team. The data from the survey are generated from 283 fans ranging in age from 13 to 71 (205 male, 78 female) who participate in basketball games. As a result of the structural equation modelling, it has been found that brand trust has a positive and strong effect on attitudinal loyalty and attitudinal loyalty has a positive and strong effect on behavioral loyalty. According to the research results, the increase in the brand trust of fans may cause an increase in brand loyalty and thus contributing to the achievement of both financial and marketing aims. The financial aims of sports teams may be listed as profitability, increasing the market share, leading the price, licensed product sales, matchday revenues, increasing concessions/catering and providing high-quality services. On the other hand, the marketing purposes may be listed as increasing recognition, fan/customer retention, gaining new fans, developing new products, strengthening the brand, and increasing the brand value. When considered in these terms, obtaining the trust of the fans has crucial importance.</p><p> </p><p><strong> Article visualizations:</strong></p><p><img src="/-counters-/edu_01/0369/a.php" alt="Hit counter" /></p>

PECULIARITIES OF USING ERP- AND CRM-SYSTEMS FOR AUTOMATION OF ENTERPRISE MANAGEMENT

This publication is devoted to the problem of informatization and automation of management at the enterprise. The study found that the use of innovative systems is becoming increasingly popular in the Ukrainian market. Automation plays a crucial role in ensuring the growth of efficiency indicators of economic activity, but among domestic enterprises, there is a problem in choosing the use of a particular information system. This article describes the main advantages and disadvantages of ERP and CRM systems. Approaches to definitions are defined, and the concepts of ERP and CRM as methodologies of effective resource planning and system of automation of interaction with clients are revealed. A comparative analysis of ERP and CRM systems is carried out. The main functions of CRM systems are studied, among which: are the formation of a single information client base; working time management; optimization of communications within the company; sales planning. The place of the customer in the customer relationship management system is determined. The main modules of the ERP system are analyzed, namely: finance, personnel, sales, procurement, production, logistics, service, research and development, and assets. A detailed description of the functional solution when using the resource management system is given. The main tools of ERP and CRM systems are identified. As a result of the analysis of the modern market of information systems the main suppliers of software products and their weight in the given market segment are defined. A number of software products of ERP and CRM systems popular in Ukraine have been studied. The level of implementation of CRM systems by industry structure is determined. It is established that the maximum result from the implementation of CRM systems is possible only when they are implemented together with the integrated internal ERP system.

Corporate planning as a tool for the implementation of national industrial policy

The article formulates a number of key requirements for the development of strategic plans for the development of domestic corporations. The special importance of the consistency of corporate and state industrial development programs is emphasized. The main stages of corporate management actions to take into account the priorities of the national industrial policy are outlined. The features of the program-target (project) methodology of corporate planning are characterized. The main stages of the development of corporate plans, including for integrated structures, are recommended. The main provisions on the planning of production, sales and innovation activities of companies are considered. An algorithm for determining prospective production volumes is proposed. The actions of corporate management to improve the marketing policy of the business are characterized. The importance of the logistics component in the implementation of corporate programs is emphasized.

Product range management of online stores in the conditions of COVID-19

The article considers the current problem of improving the product range of online store in COVID-19 conditions. There is a steady tendency to increase the share of e-commerce in the global volume of retail trade, the level of visits to online stores. It was found that the system of product range management includes such organizational activities as planning (market analysis, range formation, planning of sales and logistics); organization (organization of order processing, analysis of the effectiveness of Internet commerce); control (monitoring the implementation of key performance indicators (KPI), assessment of the impact of product structure to achieve KPI, adjusting the assortment). In the near future, assortment management in online stores will be affected by such factors as increased demand, the uncertainty of the business environment, increased requirements for the quality of goods and their delivery, the complexity of delivery of goods, especially export goods. To adapt to external conditions, to ensure competitiveness in the long term, it is important to apply strategic and operational management tools. Strategic tools provide for long-term planning based on actual statistical and analytical data of activities and market development. Such tools should be the following: developing a strategy for adapting the nomenclature according to the dynamics of the market, justification of procedures for bringing the interface of the online store, the introduction of a flexible management strategy in terms of structural changes in the product range. In modern conditions the tools of operational management of the online store should be aimed at operational improvement of the range: to reject and/or replace products with low demand, improve customer perception of the goods offered by classifying them, the justification of the system of related services, taking into account economic efficiency.

A systematic literature review of modelling approaches and implementation of enabling software for supply chain planning in the food industry

ABSTRACT Advanced Planning Systems (APS) can contribute to improved decision-making and enhanced efficiency along complex food supply chains. This paper presents a systematic literature review of three increasingly important supply chain planning (SCP) tasks supported by APS, namely Supply Chain Network Design (SCND), Sales & Operations Planning (S&OP) and Production Planning & Scheduling (PP&S). Furthermore, academic literature on the implementation of software tools for SCP practices is investigated. The literature review reveals that multiple models for SCP practices have been developed. Empirical literature including case studies on the implementation of APS is sparse. The findings suggest that developed models for the examined planning tasks are implemented to a limited extent in practice. The study can help practitioners in the food industry to get insights regarding the opportunities by the areas of SCP examined in this paper. A theoretical framework providing research propositions to enhance the understanding of APS implementation is introduced.

Productive Program of The Enterprise: Content, Influence Factors and Formation Procedure

The strategic plan for the development of the enterprise and the implementation of operational objectives of the entity directly depend on the formation of the optimal production program of the enterprise. The flexibility and ability of the enterprise to quickly adapt to changes in the market environment, ensuring compliance with production indicators and product sales plan are based on factors that positively and negatively affect the implementation of the production program. The production program of the enterprise is one of the key elements of ensuring the rhythm of production and reducing the lost capacity of the business entity, adapting to changes in market conditions with the least losses. The main purpose of writing the article is to substantiate the theoretical provisions for determining the content of the production program of the enterprise, systematization of factors and development of practical recommendations for improving the formation of indicators of the production program taking into account the profile of the business entity.
 The article presents the theoretical justification and definition of the economic content of the “production program”. The factors influencing the formation of indicators of the production program of the enterprise are considered, their systematization is offered. The approaches of scientists to the selected stages and the algorithm for forming the optimal production program of the enterprise in a market environment are studied. It is established that the market analysis and factor analysis of the production program is the basis for ensuring its optimal structure in terms of resource conservation and existing market constraints. The list of stages of the order of development of the production program on the basis of application of the system approach and the account of criteria of optimality that promotes rational performance of indicators of the sales plan with the least expenses of resources is offered.

The Disruptive Physician and Our Role as Teachers.

The Disruptive Physician and Our Role as Teachers.

Stochastic optimal control and simulations with application to the cashew nut sector in Senegal

In this article, we propose a new methodology based on stochastic optimal control problems, to solve the revenue and exploitation issues of the cashew nut sector in Senegal (West Africa). First, we reviewed some underlying tools from stochastic calculus such as stochastic processes, Brownian motion, martingales, and stochastic differential equations. The stochastic optimal sales plan and agricultural exploitation plan are determined using the Hamiltonian–Bellman–Jacobi equations that correspond to the proposed maximization problems in this paper. Finally, numerical simulations and real data from Casamance (Southern Senegal) were used to analyze the performance of this novel approach to the cashew nut sector.

Sales and operations planning culture and supply chain performance: the mediating effects of five coordination mechanisms

This paper investigates the role of culture as an antecedent of superior outcomes in Sales and Operations Planning (S&OP). By viewing S&OP coordination mechanisms as an S&OP team’s internal means of coping collectively with challenges to be resolved in a supply chain, five S&OP coordination mechanisms were hypothesised to act as mediators between ‘S&OP Culture’ and Supply Chain Performance in a multiple mediator model. Results from a global survey of S&OP practitioners suggest that while a strong S&OP culture leads to better overall coordination outcomes, the former’s effects are primarily transmitted indirectly via the Strategic Alignment and Information Acquisition/Processing coordination mechanisms. However, S&OP Culture may simultaneously suppress Supply Chain Performance through the S&OP Procedure/Schedule mediator. Organisations implementing S&OP can therefore benefit from a culture of contextual ambidexterity by allowing S&OP teams to make their own judgments to strike a balance between alignment and adaptability during production planning.

Time-series data prediction problem analysis through multilayered intuitionistic fuzzy sets.

For several years, time-series prediction seems to have been a popular research topic. Sales plans, ECG forecasts, meteorological circumstances, and even COVID-19 spreading projections are among its uses. These implementations have inspired several scientists to develop an optimum forecasting method; however, the modeling method varies as the implementation domain evolves. Telemetry data prediction is an important component of networking and information center control software. As a generalization of such a fuzzy system, the concept of an intuitionistic fuzzified set was created, which has proven to become a highly valuable tool in dealing with indeterminacy (hesitation) as in-network. Indeterminacy is frequently overlooked in applying fuzzified time-series prediction for no obvious cause. We introduce the concept of intuitionistic fuzzified time series within a current study to deal with non-determinism with time-series prediction. Also, it seems to be an intuitionistic fuzzified time-series prediction framework. Using time-series information, the suggested intuitionistic fuzzified time-series predicting approach employs intuitionistic fuzzified logical relationships. The suggested method's effectiveness is tested using two-time sequence data sets. By contrasting the predicted result with some other intuitionistic timing series predicting techniques utilizing root-mean-square inaccuracy and averaged predicting errors, the usefulness of the suggested intuitionistic fuzzified time-series predicting approach is demonstrated.

Predatory Lending in Russia: Survey Data

In this paper, the author explores the problem of the expansion of predatory consumer lending practices in Russian commercial banks. The relevance of the problem of predatory lending is due to the highly negative consequences of its spread, which include an increase in social inequality, excessive growth of the debt burden of the population, the slowdown of national economic growth, the growth of social tensions. The article presents the results of a survey confirming the widespread practices of unscrupulous lending in the practice of commercial banks. The author hypothesizes that the main reasons for the spread of predatory lending include the widespread use of bank staff motivation systems, focused on the fulfilment of the sales plan for individual bank products, and the rigid management characteristic of Russian management. The article offers recommendations for counteracting the spread of predatory lending practices. The article may be helpful for researchers interested in the problems of bank lending, bank employees, employees of the Central Bank and other supervisory bodies.

Making Decisions in Highly Uncertain and Opportunistic Environments: Towards a Decision Support System for Sales and Operations Planning

Sales and Operations Planning (S&OP) is a methodology used by most companies to make planning decisions on a medium-term horizon. This methodology and associated tools have been designed for a relatively stable environment. However, this assumption is not relevant anymore, and practitioners face difficulties to perform S&OP in highly uncertain and opportunistic environments. Therefore, this paper proposes to pave the way towards a solution to these difficulties, by introducing a conceptual framework for designing a decision support system for performing S&OP in highly uncertain and opportunistic environments. The paper concludes with a set of research avenues to make it real.

The Role of Supply Management for Sales and Operations Planning During the COVID-19 Pandemic

The Role of Supply Management for Sales and Operations Planning During the COVID-19 Pandemic

A pricing model for real-estate business in Bangladesh incorporating the uncertainty in buyer's readiness: considerations during COVID-19 pandemic.

The real-estate business is considered one of the significant contributors to the economy of Bangladesh. However, the sudden occurrence of the COVID-19 pandemic exacerbates the housing business and the owners have been struggling to sell their apartment units. The instability of the income pattern of the customers and dwindling competitions among the real-estate business marketers during and after the COVID-19 pandemic necessitate revising the sales plan of the rental units. This research aims to develop a three-stage optimal selling model considering two random factors that the sellers face exclusively during the COVID-19 pandemic. The number of units sold in each stage is influenced by two random variables: (i) the time span between the initial stage and the final stage and (ii) the income-level inconsistency. This study highlights the randomness of these two factors with the aid of gamma distribution and optimizes the pricing model for three different stages. The findings of this research are illustrated with both numerical and graphical representations considering two different scenarios named identical and independent strategies of pricing. A comparative analysis has been conducted for these two strategies which would help the management to switch decisions depending on the market volatility. The results indicate that sellers can maximize their revenues by selling most of the units at the initial stage; however, sales in the second and third stages are also significant, depending upon the readiness of buyers.