HOME WORK-4

Of

Sales & Promotion Management

On

Sales Plan

Of

Godrej Furniture

Supervised by: -
Submitted by: -

Mr. Abhishek Dutta

Adish jain

Lecturer in LIM
MBA (SEM.-3)

RT1903B40

10905517

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SALES PLAN FOR GODGEJ FURNITURE

Manpower Planning

Manpower Planning which is also called as Human Resource Planning consists of putting right
number of people, right kind of people at the right place, right time, doing the right things for
which they are suited for the achievement of goals of the organization. Human Resource Planning
has got an important place in the arena of industrialization. Human Resource Planning has to be a
systems approach and is carried out in a set procedure. The procedure is as follows:

1. Analyzing the current manpower inventory

2. Making future manpower forecasts
3. Developing employment programmers
4. Design training programmers

Steps in Manpower Planning

1-Analysing the current manpower inventory- Before a manager makes forecast of future
manpower, the current manpower status has to be analyses. For this the following things have to
be noted-

• Type of organization
• Number of departments
• Number and quantity of such departments
• Employees in these work units

Once these factors are registered by a manager, he goes for the future forecasting.

2-Making future manpower forecasts- Once the factors affecting the future manpower forecasts
are known, planning can be done for the future manpower requirements in several work units.

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The Manpower forecasting techniques commonly employed by the organizations are as follows:

 Expert Forecasts: This includes informal decisions, formal expert surveys and
Delphi technique.
 Trend Analysis: Manpower needs can be projected through extrapolation
(projecting past trends), indexation (using base year as basis), and statistical analysis (central
tendency measure).
 Work Load Analysis: It is dependent upon the nature of work load in a
department, in a branch or in a division.
 Work Force Analysis: Whenever production and time period has to be analysed,
due allowances have to be made for getting net manpower requirements.
 Other methods: Several Mathematical models, with the aid of computers are used
to forecast manpower needs, like budget and planning analysis, regression, new venture
analysis.

2-Developing employment programmes- Once the current inventory is compared with future
forecasts, the employment programmes can be framed and developed accordingly, which will
include recruitment, selection procedures and placement plans.

3-Design training programmes- These will be based upon extent of diversification, expansion
plans, development programmes,etc. Training programmes depend upon the extent of
improvement in technology and advancement to take place. It is also done to improve upon the
skills, capabilities, knowledge of the workers.

Importance of Manpower Planning

1-Key to managerial functions- The four managerial functions, i.e., planning, organizing,
directing and controlling are based upon the manpower. Human resources help in the
implementation of all these managerial activities. Therefore, staffing becomes a key to all
managerial functions.

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2-Efficient utilization- Efficient management of personnels becomes an important function in the
industrialization world of today. Seting of large scale enterprises require management of large
scale manpower. It can be effectively done through staffing function.

1-Motivation- Staffing function not only includes putting right men on right job, but it also
comprises of motivational programmes, i.e., incentive plans to be framed for further participation
and employment of employees in a concern. Therefore, all types of incentive plans becomes an
integral part of staffing function.

2-Better human relations- A concern can stabilize itself if human relations develop and are
strong. Human relations become strong trough effective control, clear communication, effective
supervision and leadership in a concern. Staffing function also looks after training and
development of the work force which leads to co-operation and better human relations.

3-Higher productivity- Productivity level increases when resources are utilized in best possible
manner. higher productivity is a result of minimum wastage of time, money, efforts and
energies.This is possible through the staffing and it's related activities ( Performance appraisal,
training and development, remuneration)

Manpower Planning:

The very first planning start from manpower planning according to the city different zone. And
plan accordingly the sales forces. As we have target Meerut to sell our GODREJ FURNITURE so
we have to plan our sales forces accordingly. It involves determination of the number of
personnel required by the company. The number of employees is determined on the basis of
work-load analysis and work-force analysis. Work-load analysis is based on production and sales
budgets, time study and work scheduling. Work-force analysis is an analysis of the present
manpower and its future potential .It is concerned with the determination of the type of manpower
required. The quality of manpower depends upon the requirements of the job, which in turn can
be determined with the help of job analysis. Job analysis is a detailed and systematic study of the
job to find out the nature and qualifications of the people required for efficient performance of the
job. Job analysis reveals the tasks which constitute the job, the skills and knowledge required for

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the successful performance of the various tasks, etc. based on the above requirement of the sales
forces. We have divided the sale forces according to the different market area of the Meerut

� To attract and keep effective sales people

Firstly we will do the market research to find the needs and requirements of customers. We will
try to find the market potential for our product. After that we will select the area on the basis of
goals. Now the thing is required is that we have to find that how much sales persons need to sell
our product. So we will have to do the man power planning.

Tour Plan:

Now the 2nd step is to make the tour plan. In this we will include that in which places the sales
persons will visit the places of our target area in a particular time period of time. In this step we
will try to minimize the cost of travelling and maximize the visited places in a particular time
period.

Monthly and annual targets:

Now after making the tour plan we will decide that what our monthly or annual target of sales is.
So that we can make clear to the Sales persons about the target goals of Company. We will set the
targets for sales persons of a month. So that they can give their best to achieve their targets.

Projected Annual Target

Total sales --------------60000000

Variable and fixed expanses…………2000000

Salary…………………………..150000

Tax…………………………..100000

Promotion expenses……………..600000

Net profit………………..1800000
Promotional Budget:

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In order to increase the sales of our product we will have to use the sales promotion tools. We
will make our sales promotion budget on the basis of target area and sales goals

Promotional Activities Cost Balance

Newspaper Advertisements 1,500 3,500

Food Magazine Advertisement 500 3,000

Brochures 500 2,500

Postage 300 1,200

Sponsorships 300 900

Trade Show Displays 800 100

Operational Plan:

In this step we will take following things which must be considered while establishing the
operational office:-

• Raw material

• Cheaper Labor

• Transportation Cost

• Market Potential

Following is the sales plan for launch of a product in the new Territory:
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Manpower Planning:

We are taking the area of Meerut as a target market. So we are recruiting 5 sales persons to cover
that area and to sale Godrej Furniture in that area.

Tour Plan:

An effective sale planning is depend upon on effective tour covered by the sale agent in different
area of the city and at what time and find out the potential market to sale of the internet
connections and assign them the task to find out the target market. So tour is an important tool to
plan the sale planning and

1. Were to visit?
2. When to visit?
Monthly and annual targets:

As we have taken the area of New Mohanpuri in Meerut so we will set our targets according to
that. So we are looking to sell around 100 Godrej Furniture in a month in the area of New
Mohanpuri . From that we can earn revenue of Rs.400000-500000 approx.

Promotional Budget:

As we are selling the reliance internet connections and our target market is not so big. A
promotional budget can be prepared by allocating a certain amount of expected sales to
promotion activities or by planning certain promotion activities and allocating expenses for them.
A promotion budget should be developed at the beginning of the year. For the existing business, a
good place to start is using the past year’s expenses. Additional promotional costs can then be
included based on any new promotional strategies that are to be implemented in the upcoming
year. Historically, firms have indicated spending around 5 percent (anywhere between 1 and 10
percent) of annual gross revenues on promotional activities. So, a business projecting to generate
100,000 in gross revenues may plan to invest 5,000 in promotional activities. An example of a
promotional budget prepared as 5 percent of expected revenue is presented in.

Table #1 - - Promotional Budget as a Percent of Estimated Sales

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Expected Gross Revenue 100,000

Percent of Gross Revenue for Promotion 5%

TOTAL Rupees ALLOCATED TO PROMOTION 5,000

Promotional Activities Cost Balance

Newspaper Advertisements 1,500 3,500

Food Magazine Advertisement 500 3,000

Brochures 500 2,500

Postage 300 1,200

Sponsorships 300 900

Trade Show Displays 800 100

Operational Plan:

The Operational plan expands the corporate plan into more detailed action plans ensuring that the
corporate structure, available and realistic time frame is taken into account. Basically operation
plan has a twelve month focus and detail the activity and projected that council year to achieve
the broader strategy direction and outcome indentified in the corporate plan. we are consider the
many factor that is influence of operation plan and that is also help of the making and developed
this plan.

1- General operation procedures

2- Human resources planning

3- Insurance

4- Working capital requirement for business

5- Other