Article Index
Selling
What are public sector organisations - and what sort of products and services do they buy from small businesses?
Is selling to the public sector an option for me?
Does my company have to be a certain size before the public sector will buy from me?
What do I need to do to sell my services or goods to the public sector?
Who do I contact to market my services to the public sector?
Are there any more specific ways that I can market my business to the public sector?
Why would public sector organisations choose a small business as a supplier?
Why is contracting with the public sector such a long, laborious and costly process?
How do I set sales targets?
As a retailer, how can design improve my shop?
I've had a good idea but how do I protect it if I'm going to show it to other people?
I've had a good idea, but how do I get it to market?
Who can I speak to about turning my idea into a working model/prototype?

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Selling

How do I set sales targets?

Sales objectives or targets usually serve at least 2 functions:

They form the essential foundation for the budgets and activities of the business for a future period
They specify to the sales force the level and timings of sales to be achieved

Sales targets are the decision based on a sales forecast. The decision takes into account a range of other factors such as the level of the business fixed costs and expectations for growth. It is all too easy to set targets that, with hindsight, prove to be unrealistic.

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