Definicja account planning
A specific form of sales planning.
In account planning, regular sales targets for non-promoted sales are set by the company headquarters at a high level. These sales targets are then distributed to account managers. The account managers ascertain how they are going to meet these targets by planning at product level for an individual account (customer). Planning can be in either volumes or revenues, and with or without any discounts or trade spends.
Słownik i definicje SAPa na A.