

Sales planning is the planning of prices and sales volumes for 36 months (the standard planning period), including taxes and insurance stock. The result of planning (price and quantity) is displayed in the "builtin" table (Grid). Entering data (prices and quantities) into the table can be done using data editing or using special planning tools. Calculations at the "level" of the plan are used to calculate the "procurement and standard costs" plan. Data on VAT and on the inventory of finished goods are calculated only after the implementation of the final calculations (project). To perform the calculation of stocks, the percentage of the stock of production per month should be indicated.
Adjustment for seasonal fluctuations is an adjustment of seasonally adjusted data. Adjustments for seasonal fluctuations allow for better planning of trends in prices and risks.
Seasonal fluctuations in demand is a regularly recurring changes in the level of demand depending on the current time period. To determine the coefficients of seasonal fluctuations, it is recommended to use observations of past years. As a rule, in most cases, one can observe the tendency of repeating the trends of seasonality. In contrast to the fluctuations in demand, seasonal price fluctuations should be considered taking into account the influence of inflation, changes in exchange rates and other external factors.
After completing the planning for all products, you need to complete the final calculation: "Data → Calculate → "Sales plan"". Same thing  F9.
Sales volume for the last year  Jan  Feb  Mar  Apr  May  Jun  Jul  Aug  Sep  Oct  Nov  Dec 
Sales volume for the period  1 500  1 350  1 200  1 200  900  600  600  600  900  1 050  1 200  1 350 
Trend of seasonality (100 points scale)  100  90  80  80  60  40  40  40  60  70  80  90 
To calculate the seasonality trend (for example, on a 100point scale), take the sales trend for the last year (or the weighted average trend over the past few years). Then, in the line where we calculate the seasonality values, opposite the maximum value of the sales volume (this can be several values), put the number 100 (in this example, the maximum value in January). To calculate the values in other cells, you need to divide the value of the current cell by the maximum and multiply by 100. And so  for each cell, for example:
☛ Note, if you want to build a seasonal trend, for example, on a 10point scale, then multiply it by 10, respectively.
To adjust the values of seasonality, use a special tool  the slider. The admissible values are from "0" to "+100" (when planning sales volumes) and from "100" to "+100" (when planning prices). The sliders edit the seasonality values (monthly values in percent) during the annual cycle (12 months).
The values of the slider can be set with the mouse or the arrow keys (preliminary, activate the slider, hover the mouse, as shown in the picture).
All periods of seasonality relating to sales by default are set to "100", and is related to price – value "0".
This is due, first of all, to the specifics of calculating trends in sales volumes and prices: prices are calculated as deviations from a given value.
Note that the planning methods given here are designed to fill the rows quickly, mainly in cyclic models. In other cases, use normal editing  keyboard input, standard copy (Ctrl + C), insert (Ctrl + V), delete (Del), etc.
Go to the "Sales plan", select the product and call the editing form.
"sales Planning" (one click with the left mouse button, same F2):
Use the "continue trend" function if the price for a product changes not so often, for example, every six months. This is the easiest and fastest way to fill a series of prices with a trend.
Function "interpolation of the series by trend" Use the function "interpolation of the series by trend", if you already have a filled series and you need to interpolate the values of this series in the seasonal trend.
☛ Note that the function is called when the series already exists when the "Calculate" button is pressed.
Set a product price, "100", starting from the first month of the project,
as shown in the figure below:
Let, target price will increase by 7% in 5m and 10m month. Install the appropriate values (in 5m and 10m month) in the seasonality trend of prices as shown in the figure below:
Click "Calculate" and execute point 2: "interpolation of the series by trend". As a result of executing, all the data of a number of prices, starting with 5th and 10th month, will increase by 7%.
Data of the calculation result are shown in table:
Interpolation of a number of the trend  years  Jan  Feb  March  Apr  May  June  July  AVG  sen  Oct  Nov  Dec 
1 year. Price changes in 5 and 10 month  100  100  100  100  107  107  107  107  107  114  114  114 
2 year. Price changes in 5 and 10 month  114  114  114  114  122  122  122  122  122  130  130  130 
3 year. Price changes in 5 and 10 month  130  130  130  130  139  139  139  139  139  148  148  148 
Use the function "by annual values" for sales planning if you have the following sales parameters: for sales volumes  seasonality of demand and annual sales, for prices  seasonality of price fluctuations and prices for the beginning of the year.
☛ Note that the function is called when the series already exists when the "Calculate" button is pressed.
Example. Consider a simple example of planning a cyclical sales plan for a contingent product. According to the forecasts of marketing expert estimates, when analyzing the regional market, the parameters of sales are determined: for sales volumes  seasonality and annual sales volumes (for 3 subsequent years), for prices  seasonality of price fluctuations and prices at the beginning of the year. That is, the marketing department prepared a table of seasonality factors (based on seasonality factors for past periods) and probabilistic estimates of annual sales volumes of product N::
Table shows the seasonal demand factors (sales volumes), in percentages:
Months  1  2  3  4  5  6  7  8  9  10  11  12 
Coefficients  100  90  80  80  60  40  40  40  60  70  80  90 
As can be seen from the table that maximum sales are during the winter months, minimum in summer. When planning sales, you always need to consider probabilistic seasonal cycles predicted by taking into account observations of past and current changes in market conditions.
In addition, it is assumed that the first 3 months the company will be able to realize no more than 50% of the planned volume of sales, the next 2 months – not more than 70%, then 100% of the target sales.
The price of product N, to simplify the example, will be considered without VAT. Let the initial price of the product 100. Suppose that every six months (in the 1st and 6th months) the price will increase by 5%.
To plan the sales of product N, in the form of planning, follow these steps:Table of the result of calculation of the "sales plan" for the product N:
Months  1  2  3  4  5  6  7  8  9  10  11  12 
1 year  60 300  54 200  48 200  67 500  50 600  50 610  50 610  50 610  75 915  88 515  101 220  113 820 
2 year  159 060  143 110  127 270  127 270  95 370  67 048  67 048  67 048  100 572  117 392  134 212  151 032 
3 year  216 840  195 240  173 520  173 520  130 080  91 098  91 098  91 098  136 584  159 390  182 196  204 876 
In the result of the calculation of "by annual values," the price for the beginning of each year is taken as the basis for calculating the price of the trend, according to the formula:
As a result of the calculation of "by annual values," the annual sales volume (quantity) is distributed along a number, depending on the seasonality trend, according to the formula:
Please note, in the periods where the value of the seasonal trend are zero, the sales volume in this period will be equal to zero, that is, the program "believes" that in this period you had no sales.
The calculation of the amount shown in the table:
Planning quantity  value  Jan  Feb  Mar  Apr  May  June  July  Avg  Sen  Oct  Nov  Dec  Total 
1.Seasonal trend  on a 100point scale  50  70  60  70  90  10  0  30  70  70  80  100  700 
2. Estimated coefficient = Value of row 1 / 700  0,07  0,10  0,09  0,10  0,13  0,01  0,00  0,04  0,10  0,10  0,11  0,15  1,00 
3. Quantity = 100 * Value of row 2  7  10  9  10  13  1  0  4  10  10  11  15  100 
The need for production (purchases) is calculated by the identical formula:
Regardless of the chosen accounting method, only the weighted average price (without VAT) is considered in the table "Finished goods balances at the beginning of the period".
To calculate the weighted average is performed stepbystep cyclic algorithm when the weighted average price, calculated in each ith period, enters into a subsequent period, where is calculated according to the formula:
