Location

Duration

Date

Fee inclusive of VAT

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

Course Objective

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 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
Sales Forecasting 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

Training Methodology

Presentation & Slides
Audio Visual Aids
Interactive Discussion
Participatory Exercise
Action Learning
Class Activities
Case Studies
Workshops
Simulation

Terms & Conditions

ACTrain reserves the right to alter the Course Schedule without Prior Notification, Fees Quoted are Subject to Terms & Conditions Outlined in ACTrain's Registration Policy

Management >> Marketing Sales

Sales Forecasting Between Theory & Practice

MS107