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Essay / Research Paper Abstract
This 3-page paper discusses two types of sales budget forecasting: bottom up vs. top down, and discusses the advantages and disadvantages of each. Bibliography lists 5 sources.
Page Count:
3 pages (~225 words per page)
File: D0_MTbottop.rtf
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Unformatted sample text from the term paper:
while sales men and women pounded the pavements to try to reach those goals. However, as economic times became more difficult and
the sales force were unable to meet sometimes unrealistic goals set by management, the concept of actually going to the sales force for its input came into being and use.
This only made sense - the sales force consisted of people who were out meeting with customers on a daily basis and who knew the market better than anyone. On
the other hand, there is the argument that management has a better idea of the big picture, and that only by setting specific goals can enough of a profit be
made to meet budgets and determine cash flows. In this paper, therefore, we will examine the concept of "bottom-up" versus "top-down" budgeting and determine which might be more effective.
Taking the "bottom-up" approach basically involves knowing realistically how much a sales force can bring in during a given amount of time, and
then set goals based on that figure. Taking this into account, recognizing a few things about a sales force and how/why it spends the money it does can certainly help
provide an accurate and timely forecast to senior management (Cohen, 1996). Basically, in the bottom-up approach, information is key - and such information would include exact salaries and commission, proposed
travel expenses, phone and technology costs - and then base projected sales with these expenses in mind (Cohen, 1996). One such sales manager who relies on the bottom-up method says
he examines expenses from his salesforce from the previous year, then adds some extra money to the budget to eliminate any surprises that might come about (Cohen, 1996). "I get
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