Location

Community Services & Continuing Education - Alexandria

Objectives

• The program aims to:• Relate sales forecasting to operational planning.• Know the most popular quantitative and qualitative sales forecasting tools.• Evaluate the various sales forecasting techniques.• Identify the purpose and benefits of sales budgets.Prepare an annual sales budget

Outcomes

By the end of this course, students should be able to: • Understand strategic planning, its linkage to strategic marketing and marketing management.• Know how sales strategy is developed from marketing strategy.• Understand basic terms used in forecasting, forecasting approaches, and methods of sales forecasting.• Understand purposes and the process of sales budget.

Course Contents

• Understanding the sales forecasting process• Defining your market category.• Understanding market dynamics.• Selecting a forecasting technique.• Using quantitative forecasting.• Using estimates from customers, sales reps, and distributors.• Using a panel of experts.• The importance of sales forecasting. • The two forecasting methods survey and mathematical. • How to use computers in sales forecasting