Tactical Marketing Functions

• Setting the Marketing Mix
• Implementing and Monitoring the Marketing Mix: Balancing Marketing Costs with Building Marketing Value
• The Product Life Cycle (PLC): Definition and Concepts:
  • Identifying the PLC Stages
  • Linking the Promotion Mix Investments across the PLC

Understand the Link between Finance and Sales

• Financial and Sales Metrics for Sales Professionals
• Appreciate the Importance of Inventory Management on Sales Decisions
• Setting Sales Budget Criteria:
  • The Characteristics of Fixed, Variable, and Mixed Cost
  • The Retrospective and Prospective Sales Cash Flows
  • Modeling Cash Flow for Sales Operations

Sales Management and Analysis: Tools and Techniques

• Sales Consolidation
• Sales Forecasting versus Projections:
  • Macro and Micro Forecasting Types
  • Trend Lines, Times Series, and Moving Averages
  • Single and Multiple Regression Analysis

Account Analysis And Profitability

• The ABC Account Classification Matrix
• Portfolio Models for Prioritizing Accounts
• Computing the Cost per Call and the Break Even Sales Volume
• Cost Volume Profit Analysis ? CVP
• Planning for Key Accounts
• Linking Sales Costs to Financial Results
• The Importance and Art of Selecting Profitable Accounts

The Relationship Between Sales Planning and Financial Management

• Interpreting Financial Statements
• Income Statement
• Balance Sheet
• Cash Flows

Designing and Modeling Sales Plans

• The Role of Assumptions
• Designing the Process and Model Economics
• Developing the Analysis and Reporting Mechanisms

Building a Comprehensive Sales Forecasting, Reporting, and Analysis Model

• Group Case Study
• Extensive Use of Excel
• Model Presentation and Discussions