Which of the following best defines a budget in sales force management?

A budget in sales force management is best defined as a financial plan detailing expected revenues and expenditures. This concept encompasses the allocation of financial resources necessary for various sales activities, ensuring that the sales force operates within set financial parameters. It helps in planning for costs associated with sales efforts, such as salaries, bonuses, training, and promotional expenses, while also estimating expected revenues from sales activities.

By detailing both anticipated income and expenditures, a budget becomes a crucial tool for evaluating the financial viability of sales initiatives and for decision-making regarding resource allocation. It allows sales managers to balance investments against projected sales performance, ultimately guiding strategic planning and performance measurement within the sales force.

Other options do not fully capture the essence of a budget's role in sales force management. A marketing strategy may inform budgeting decisions but does not encompass the financial forecasting aspect. A forecasting tool is primarily concerned with predicting future sales, while a sales target document usually outlines specific sales goals rather than the comprehensive financial planning that a budget provides.