Course Overview
Few activities are as important to the success of a company as sales forecasting and planning. The difference between adequate and excellent sales forecasting and planning can make a significant difference in a company’s competitiveness and market position. Yet for most companies, excellence in these core business functions remains out of reach.
Course Outline
• Marketing Plans and Sales Forecasts
• 8 steps in Planning and Forecasting.
• Sales forecast fundamentals
• Uses of Sales Forecasts
• Sales forecast - Concept and definition
• The importance of sales forecast
• Checking Environment Scanning - External environment
• Analysis of the External environment
• Demand forecasting
• Market factor/index - Market potential – Sales Potential
• Sales Forecast techniques
- Qualitative Methods in Sales Forecast
- Quantitative Methods of Sales Forecast
• Sales Forecasting Methods:
- Survey Methods
- Mathematical Methods
• Product life cycle and seasonality
• Basic Steps in the Breakdown of Sales Forecasting
• Using Technology in Sales Forecasting
• Guide to Sales Forecast Effectiveness
• Sales Budgets
• Sales operation planning & execution
- The key characteristics of the different sales operations and models
- Sales objectives and fundamentals
- Sales people role and mission
• The operational planning process
- Identifying and setting sales goals/ objectives, priorities, and specific action plans
- Developing sales & distribution key performance indicators
- Sales plan deployment and communication (internally across the sales organization)
- CASE STUDY: Preparing a monthly sales action plan
• Analyzing sales performance and result reports (analytical & statistical tools)
- Methods & tools used in tracking and monitoring the sales operation
- CASE STUDY: Analyzing sales performance and results and developing a sales plan
Learning Objectives
Upon completion of this course, participants will be able to:
• Master the different forecasting techniques
• Understand the different levels of planning and forecasting
• Devise and Implement the Action Plans for better effectiveness.
• Analyze their business, recognize sales opportunities and develop sales targets and action plans
• Develop reliable sales forecast using analytical and statistical tools and methods
• Manage, measure, monitor and control the performance of sales & distribution operations
Who Should Attend:
Sales Supervisors, District Managers and Area Sales Managers.
Course Duration: Three days from 9:00AM to 4:00PM
Registration Deadline: one week before the course date
Course Venue
Top Business premises: 17, Abdel Wahab Selim Elbeshry St. Sheraton Heliopolis, Cairo, Egypt.
For Registration
• Course fees include material (Soft Copy), light lunch, coffee break and certificate.
• Payment by cheque in Top Business’s name, cash to our address or by bank transfer.
• Payment is due within 3 working days from course confirmation. Your registration is confirmed only after course payment
• Payment is nonrefundable, however participant can be substituted or can attend next confirmed round of the same course or another course.
