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LO 3.4
(Task 4) Explain how sales management organizes the sales activity and control sales output.

FIG: Budgeted Sales Volume for the year 2014
The table above represents the budgeted sales volume of Coca Colas product COKE for the year 2014. The Budget was prepared at
the very beginning of the year so that they can forecast the possible sales in the upcoming business year. The first column shows the 6
types of SQs of Coke that are currently available in the market of Dhaka. The second and third columns show the budgeted sales
volume of 2014 and the actual sold volume in 2013. The budgeted sales volume was calculated based on the growth from 2012 and
2013 and also other factors such as increase in market share, brand value etc. The fourth and last row forecasts the expected growth in
sales volume from 2013 to 2014. These percentages will be used to influence the budgeted sales volume for 2015.


PACK
Dhaka Metro
2014 (volume) 2013 (volume) Growth
200ml RGB 790,657 582,253 36%
400ml 142,533 138,235 3%
600ml 997,724 721,565 38%
1250ml 974,917 699,172 39%
2000ml 805,013 605,966 33%
250ml CAN 277,472 191,064 45%
Total 3,988,316 2,938,255 36%
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Pack
Mar-14 Apr-14 May-14 Jun-14 Total
Volume Price Volume Price Volume Price Volume Price Volume Price
200ml RGB
@ TK 14
58,208 TK 814,912 59,721 TK 836,094 74,845
TK
1,047,830
104,739
TK
1,466,346
297,513
TK
4,165,182
400ml
@ TK 24
13,684 TK 328,416 18,062 TK 433,488 15,179 TK 364,296 17,544 TK 421,056 64,469
TK
1547256
600ml
@TK 38
95,789
TK
3,639,982
126,434
TK
4,804,492
106,251
TK
4,037,536
122,807
TK
4,666,666
451,282
TK
17148716
1250ml
@TK 68
79,223
TK
5,387,164
93,354
TK
6,348,072
99,775
TK
6,784,700
88,708
TK
6,032,144
361,060
TK
24552080
2000ml
@TK 100
65,527
TK
6,552,700
66,974
TK
6,697,400
50,780
TK
5,078,000
75,711
TK
7,571,100
258,992
TK
25899200
250ml
CAN
@TK 35
23,098 TK 808,430 22,959 TK 803,565 23,293 TK 815,255 31,209
TK
1,092,315
100,559
TK
3519565
Total
335,529
TK
17,531,604

387,504
TK
19,119,546

370,123
TK
18,127,617

440,718
TK
21,249,627

1,533,874
TK
76831999

Year
2013
291,510
TK
17,301,620
304,371
TK
13,957,268
223,662
TK
6,344,665
324,377
TK
13,599,761

Growth%'

15% 27% 65% 36%
FIG: Sales Budget for 120 days of 2014 for the product COKE.


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