Mastering Sales and Marketing Management Financials: Planning and Modeling Technology
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.
| 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
|
