Phân tích tài chính: Công cụ và kỹ thuật F I G U R E 5-5 XYZ CÔNG TY CỔ PHẦN Ngân sách bán hàng mẫu hàng quý năm kết thúc ngày 31 tháng mười hai 1999. | 180 Financial Analysis Tools and Techniques FIGURE 5-5 XYZ CORPORATION Sample Quarterly Sales Budget For the Year Ended December 31 1999 Quarter First Second Third Fourth Total Basic data Unit sales number of units Product A . 2 700 2 900 3 000 2 800 11 400 Product B . 8 000 8 500 10 000 8 000 34 500 Product C . 17 500 18 500 21 000 16 000 73 000 Price level per unit Product A . 145 145 150 150 Product B . 92 92 95 95 Product C . 74 74 74 74 Number of salespersons . 25 25 25 26 Operating budget 000 Sales revenue . 2 423 2 572 2 954 2 364 10 313 Less returns allowances . 25 26 28 24 103 Net sales . 2 398 2 546 2 926 2 340 10 210 Cost of goods sold . 1 916 2 051 2 322 1 868 8 157 Margin before delivery . 482 495 604 472 2 053 Delivery expense . 56 60 68 54 238 Gross margin . 426 435 536 418 1 815 Selling expense controllable Salespersons compensation . 94 94 94 98 380 Travel and entertainment . 32 32 32 33 129 Sales support costs . 23 23 26 24 96 Total selling expenses . 149 149 152 155 605 Gross contribution . 277 286 384 263 1 210 Departmental period costs . 18 18 18 18 72 Net contribution . 259 268 366 245 1 138 Corporate support transferred Staff support . 23 25 25 27 100 Advertising . 50 50 75 50 225 General overhead . 63 63 63 63 252 Total corporate support . 136 138 163 140 577 Profit contribution before taxes . . . . . 123 130 203 105 561 The result is the gross contribution from selling activities which must be reduced by estimated departmental period costs like rent managers salary and other items that do not vary with short-term fluctuations in volume to arrive at the net contribution provided by the department. After deducting allocated corporate support costs which are staff support advertising and general overhead the CHAPTER 5 Projection of Financial Requirements 181 profit contribution for the period is established. In making all of these estimates the sales manager can use past relationships and selected ratios tempered by his or her judgment .
