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OBJECTIVE:
Promoting among the participants, the necessary strategies and techniques to carry a correct sales estimate through planning and clear, exact and specific objectives establishment.
BASIC COURSE INFORMATION:
ADDRESSED TO:
Businessmen, business owners, managers, administrators, sales executives and staff on training for this level.
DEVELOPING COMPETENCIES
Business spirit, results focus, continuous improvement, decision.
AGENDA
I. SALES PLANNING
A. Planning Nature
B. Tactical and Strategical Planning
C. Process Stages in Sales Planning
D. Planning Styles
E. Optimal Planning
II. ESTABLISHING SALES GOALS
A. Establishing Goals
B. Goals
C. Ideal Projection
D. Real Projection
E. Goals Definition
III. SALES FORECAST
A. What’s the Sales Forecast?
B. Fundamental Elements in the Sales Forecast
C. Sales Strength Estimate
D. Sales Forecasting Elements
E. Basic Policies for Successful Forecasts
BENEFITS
- Mastering the tactical and strategic sales planning in order to obtain positive and concrete results in the next exercise.
- Concreating ideal objectives to a real point and optimizing sales projections that get to more clients and prospects. Mastering how to establish clear and specific goals according to products, market and season.
- Learning and applying the acquired knowledge about sales forecast making, individually, by department and company.
- Satisfying and overcoming client expectations.
- Increasing your company’s productivity.