The Sales Planning Guide provides a broad spectrum of data covering retail furniture activity for metropolitan areas and product lines. The Guide is an indispensable and unique management tool which can be used in a number of ways. Some suggested uses of the Guide are:

1. Setting Sales Quotas - Realistic estimates of your expected sales by cities, states, sales representatives, and in total.
2. Evaluating Sales Representatives - A fair and equitable method of judging your sales representatives and their sales efforts, based on total available business.
3. Sales Territories - Equalizing sales opportunities, improving coverage, fringe territory possibilities, new territories.
4. Bonus Quotas - Bonuses based on quality of performance. Equalizing bonus opportunities.
5. Changes in Sales Potentials - Sales emphasis adjusted to fluctuations in potential sales. New expanding markets receive special attention.
6. Advertising and Sales Efforts - Measurement of the effects of advertising and sales efforts, apportioning advertising appropriations, determining areas which need or merit greater sales effort.
7. Selecting Outlets - Relative importance of department and furniture stores, weaknesses in coverage.
8. Testing sales of new products or lines against known potentials.