Financial Management: Management Extra - download pdf or read online

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2 The sales forecast may be presented by the marketing manager to the senior management team of your organisation. Ultimately, your sales forecast may need to be approved by divisional or head office directors. 3 Sales may be analysed in more than one way – they may be analysed once by geographical region and once by product. Depending on the nature of the business, sales may be analysed in any number of ways. For instance, if your organisation only sells to a few major customers, sales forecasts may be built up customer by customer.

Kay has decided the long-term goals of the new landscaping business will be: 1 To establish by word of mouth her company as a distinctive, quality provider of gardening services. 2 To generate at least 80 per cent of income from a list of regular clients to ensure continuity of income and minimise marketing effort. 45 Financial Management 3 To generate sufficient cash to meet the needs of the business and provide Kay personally with an income of £30,000 a year. Kay could have taken another route to fulfilling her mission statement, for example high expenditure on advertising generating a series of high-margin, one-off contracts.

It is not all bad news, however. In the same way that the company offers credit to its customers, it will be offered credit by its suppliers. Creditors (also known as accounts payable) are the amounts a company owes its suppliers at a point in time. Creditors are liabilities – an amount owed by the company to a third party. Finally, the company will need to hold a certain amount of money available at the bank to pay suppliers and expenses as they fall due. This money will be topped up by the money received from its customers as they settle invoices.

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