This program gives delegates the knowledge, tools and techniques to write and develop a strategic sales plan that is aligned with the organizational business plan. Sales Planning Forecasting

It also shows how to manage the effective roll out of operational plans to meet sales objectives. You will use new ideas and approaches to sales planning to benchmark your current approach to help you develop a more robust and effective sales plan.[/fusion_text]

  1. Sales planning
  • What is planning.
  • What is sales planning.                                                                                          
  • Importance of sales planning.                                                 
  • Steps of sales planning.
  • The 5 steps to developing your sales plan
  • SOSTAC Model             2- Sales forecasting
  • What Is Forecasting?
    • Forecasting Time Horizons the Influence of Product Life Cycle
  • Types of Forecasts
  • The Strategic Importance of Forecasting
    • Human Resources
    • Capacity
    • Supply-Chain Management
  • Seven Steps in The Forecasting System
  • Forecasting Approaches
    • Overview of Qualitative Methods
    • Overview of Quantitative Methods
  • Time-series Forecasting
    • Decomposition of a Time Series
    • Naïve Approach
    • Moving Averages
    • Exponential Smoothing
    • Exponential Smoothing with Trend Adjustment
    • Trend Projections
    • Seasonal Variations in Data
    • Cyclical Variations in Data
  • Associative Forecasting Methods: Regression and Correlation Analysis
    • Using Regression Analysis to Forecast
    • Standard Error of the Estimate
    • Correlation Coefficients for Regression Lines
    • Multiple-Regression Analysis
  • Monitoring and Controlling Forecasts
    • Adaptive Smoothing
    • Focus Forecasting
  • Forecasting in The Service Sector

When you complete this course, you should be able to:

  • Communicate your company’s goals and objectives to your sales team.
  • Provide strategic direction for your sales team.
  • Outline roles and responsibilities for your sales team and leadership.
  • Monitor your sales team’s progress to organizational goals.
  • Forecasting
  • Types of forecasts
  • Time horizons
  • Approaches to forecasts
  • Moving averages
  • Exponential smoothing
  • Trend projections
  • Regression and correlation analysis

 Measures of forecast accuracy

  • Who want to plan & forecast for his target – Sales Mangers – Sales Supervisors- Marketing professionals- Entrepreneurs
  • Duration: 16 hours
  • Language: English/ Arabic

Pay Online

Installment Ahly Bank