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.