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Mastering Sales and Marketing Management Financials: Planning and Modeling Technology

Program Objectives:

By the end of the program, participants will be able to:

  • Understand the central link between Finance and Sales.
  • Describe and demonstrate the procedures of formulating sales forecasting, budgeting and control.
  • Optimize allocation of sales resources for maximum productivity
  • Assess the costs and benefits of marketing management decisions.
  • Communicate operational and financial strategies and results.
  • Plan, design, and construct sales forecasting and projections models.
  • This Program is designed for:

    Sales and marketing professionals and executives, directors of marketing, sales managers, regional sales directors and managers, and any senior professional wishing to acquire advanced knowledge in linking sales operations to achieve optimum marketing, sales, and financial results.

    Program Outline:

    Sales Force Management Functions Account Analysis
  • The Field of Sales Force Management
  • Sales Management Defined
  • The Nature of Sales Management:
  • o Role and Skills of a Sales Manager
    o Primary Responsibilities of a Sales Manager
  • Single and Portfolio Models
  • Cost Volume Profit Analysis - CVP
  • Planning for Key Accounts
  • Understand the Link between Finance
    and Sales
    The Relationship between Sales
    Planning and Financial Management
  • Financial and Sales Metrics for Sales Professionals
  • Appreciate the Importance of Inventory Management
    on Sales Decisions
  • Setting The Sales Budget Criteria
  • o The Characteristics of Fixed, Variable, and Mixed
    Cost
    o The Retrospective and Prospective Sales Cash
    Flows
    o Modeling Cash Flow for Sales Operations
  • The Role of Assumptions
  • Designing the Process and Model Economics
  • Developing the Analysis and Reporting
    Mechanisms
  • Sales Management and Analysis:
    Tools and Techniques
    Building a Comprehensive Sales
    Forecasting, Reporting, and Analysis
    Model
  • Sales Consolidation
  • Sales Forecasting versus Projections
  • o Macro and Micro Forecasting Types
    o Trend Lines, Times Series, and Moving
    Averages
    o Single and Multiple Regression Analysis
  • Group Case Study
  • Extensive Use of Excel
  • Model Presentation and Discussions
  • Pre-requisites

    None:
    Duration : 3 days

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