SALES PLANNING AND ORGANIZATION OF SELLING IN A COMPANY AERO D.D.

V praksi se podjetja premalo posvečajo načrtovanju prodaje, zato velikokrat pride na koncu do nezaželjenih izidov. V podjetju Aero se tega dobro zavedajo, zato poskušajo pripravljati čimbolj natančne plane prodaje, ki jih redno spremljajo in sproti korigirajo. Podjetje Aero d.d. je znano slovensko podjetje, katerega korenine segajo že več kot 50 let nazaj. Predstavljajo ga predvsem ljudje, ki imajo izkušnje, znanje, vizijo. Kljub konstantnim nihanjem se vsakič postavijo nazaj na noge in ne pustijo konkurenci, da bi jih prehitela. Podjetje je izvozno usmerjeno, saj več kot 80% prihodkov ustvarijo na tujih trgih. Prav zaradi tega dejstva, je zanje toliko pomembnejše načrtovanje. Ker je njihova prodaja razčlenjena glede na posamezna geografska področja, se v podjetju poslužujejo načrtovanja le-te na osnovi geografskih področij. Za vsako področje mesečno in letno opravljajo načrtovane količine prodaje, ki jih sproti preglejujejo in korigirajo. To jim omogoča tudi lažje proizvodne procese, saj proizvodnjo prilagajajo začrtanim kratkoročnim načrtom. Na koncu vse načrte združijo, da dobijo celosten pogled na prodajo podjetja. Da pa vse to poteka po ustaljenem redu in brez zapletov je pomembno nenehno usklajevanje posameznih funkcij v podjetju. Podjetje Aero zaradi svoje organizacijske strukture in doslednega načrtovanja prodaje kot tudi celotnega poslovnega procesa, uspešno pluje po domačem in tujih tržiščih.In practice companies do not pay enough attention to sales planning and at the end they face many unwanted results. In company Aero are aware of that, therefore they are trying to prepare the best sales plans possible, which are being regularly changed and corrected. Aero d.d. is well known Slovenian company and it is more that 50 years old. It is represented by people with experience, knowledge and vision. Despite constant fluctuation they always pull themselves together and do not allow the competition to get ahead of them. Aero is oriented on exportmore than 80% of their income is made on foreign markets. This is the reason why planning is so important to them. Their sales are divided on geographical areastherefore their planning is based on geographical areas. For every area they monthly and annually prepare quantity sales planning that is regularly monitored and corrected. This enables the company to have better manufacturing processes, because their production is adjusted to short-term plans. At the end they compile their plans to have an overall outlook on company’s sale. To achieve the smooth process without complications, they need to constantly balance special functions in the company. Company such as Aero, because of its organized structure, consistent sales planning and whole business process, performs well in local and foreign markets