1.      Marketing Plans and Sales Forecasts

2.      8 steps in Planning and Forecasting.

3.      Sales forecast fundamentals

4.      Uses of Sales Forecasts

5.      Sales forecast - Concept and definition

6.      The importance of sales forecast

7.      Checking Environment Scanning - External environment

8.      Analysis of the External environment

9.      Demand forecasting

10.  Market factor/index - Market potential – Sales Potential

11.  Sales Forecast techniques

·         ?Qualitative Methods in Sales Forecast

·         Quantitative Methods of Sales Forecast

12.  Sales Forecasting Methods:

·         ?Survey Methods

·         Mathematical Methods

13.  Product life cycle and seasonality

14.  Basic Steps in the Breakdown of Sales Forecasting

15.  Using Technology in Sales Forecasting

16.  Guide to Sales Forecast Effectiveness

17.  Sales Budgets

18.  Sales operation planning & execution

·         ?The key characteristics of the different sales operations and models

·         Sales objectives and fundamentals

·         Sales people role and mission

19.  ?The operational planning process

·         ?Identifying and setting sales goals/ objectives, priorities, and specific action plans

·         Developing sales & distribution key performance indicators

·         Sales plan deployment and communication (internally across the sales organization)

·         CASE STUDY: Preparing a monthly sales action plan

20.  ?Analyzing sales performance and result reports (analytical & statistical tools)

·         ?Methods & tools used in tracking and monitoring the sales operation

·         CASE STUDY: Analyzing sales performance and results and developing a sales plan