Sales are the main driver for revenue generation within any organization. So how to enhance your revenue generation by strategically guiding its operations in a highly dynamic and changing environment will add to your competitive advantage. And as any functions must be measured in the terms of its return on investment so measuring the return on sales will be your basic milestone for its improvement.
Program Objectives
IN THIS DIPLOMA, PARTICIPANTS WILL LEARN HOW TO:
- Understand the basic Strategic Planning in any organization and the sales role in this larger context of the Company.
- The link between business planning and marketing strategies.
- Understand the importance of sales forecasting
- Being able to use the different sales forecasting methods
- Be able to use excel and SPSS to conduct computerized sales forecasting
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Program Content
- Strategic formulation Overview
- Strategic Sales Management Overview
- Sales Management Cycle
- Sales Analysis
- Sales Reporting Techniques
- Elements of good forecast
- Reasons behind calculating sales forecasts
- Choosing the forecasting techniques
- Quantitative forecasting techniques
- Qualitative forecasting techniques
- The use of excel in sales forecasting
- Computerized forecasting using SPSS software
- Forecast accuracy
Excellent
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