(Available also for Customised Training by Duration, Venue & Fee)
Course Contents
DAY ONE
Critical Basics of Sales Planning and Forecasting
• Objectives & Resources.
Sales Plan Factors
• Sales Cycle, Channels & Competition.
Sales Forecasting
• Data collection and Data Analysis
• Estimation of Total Market Demand
• Estimation of Company Products Demand.
Sales Target Projections
• Total Market, Territory Potential & Historical Sales.
Sales Budgeting
• Quotas and Profit-based.
DAY TWO
Product/Brand Plan
• Sales/Market Objective
• Sales & Marketing Budgets.
Sales Projections
• Market/Products Comparison
• Competition Factors for each product
• Previous Year Sales of each product
• Current Year Sales of each product
• New Year Targets for each product.
Sales Profit Forecasts
• Cost of Goods
• Product/Brand Sales Value
• Sales Expense Budget
• Other Promotional Expenses
• Projected Profits.
Sales Activity Plans
• Channels Plan – special projects, tender business, distributor activities
• Field Activities – territories journey plans, retails, sampling/demos
• Promos/Activation
• Adverts.
Sales Programmes Timetable
• Sales Coordination and Collaboration.
DAY THREE
• Creating master sales forecasts using Advanced Excel technique
• Mastering Excel formulas and techniques for building sales budget
- Excel formulas for budget model Custom formatting numbers
- Formula Debugging & auditing techniques
- Data validation
- Consolidating and linking Excel Workbooks
- Grouping and Outlines.
