Volume 5 - Volume 5
SALES OPERATIONS MANAGEMENT: A MODEL FOR MONITORING AND CONTROL THROUGH MANAGEMENT SPREADSHEETS APPLIED IN AN INDUSTRY
Abstract
This paper presents a model for monitoring and controlling the Sales Budget, through management spreadsheets to increase the effectiveness of the sales management. An exploratory research was done through a case study developed in a food industry sector, one of the top ICMS taxpayers in Minas Gerais/Brazil. Results of the study show the proposal allows the continuous and permanent verification of sales performance by business units and products sold by the company. This makes it possible interventions in sales operations within the current period, and the achievement of the sales target becomes possible. Some considerations were made from the proposal, regarding the implementation and management of sales operations. The applicability of this proposal was tested in the company, the case study object, and the results shown during this paper development.
Paper Details
PaperID: p 1909-1924
Author's Name: Graciela Dias Coelho Jones, Leandro Rivelli Teixeira Nogueira, Maria Aparecida Curi, Adriano Antonio Nuintin and Alessandra Carvalho de Vasconcelos
Volume: Volume 5
Issues: Volume 5
Keywords: Management spreadsheets, sales operations, sales budget, budget control, management reporting.
Year: 2015
Month: March
Pages: 1909-1924