SALES PLANNING AND FORECASTING
Live-Online Training: N 135,000
Classroom Training: N 165,000
3 - 4 participants: 5% discount
5 or more participants: 10% discount
(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.