Objectives: • Learning how to structure a sales plan to be successfully integrated with the company business plan • Learning how to integrate the sales plan with other plans, starting with the economic and financial one • Learning how to create step by step a concrete, manageable and controllable plan Audience: • Sales managers • Area managers • Key accounts
The business budget
• The divisional budget
• The departmental budget
• Defining objectives
• Quantity objectives
• Quality objectives
The integration of the sales plan with the company objectives
• The marketing plan
• The financial plan
• The contribution of sales to the company turnover
• The contribution of sales to the financial results
• The price – performance ratio
The internal objections of sales department
• The financial objectives
• The effective mix between prices and sales volumes
• The efficacy of sales conditions
• The efficacy of promotions
• The efficacy of stocks
• The organizational efficiency
• The distributive objectives
• What should a sales department do in order to ensure the right development and maintenance of distribution?
• How quickly should the department achieve the distributive objectives?
• In which way can the department achieve the objectives?
• At what cost can it support the distribution?
• How is it possible to measure its efficacy and efficiency?
• The organizational objects
• How to respond to external business needs
• The costs of sales structures
• The time required to create a proper sales structure
The distribution channels for selling
• The channel plan
• The promotional investment
• The means of control
• Sell-in/Sell-out
The long-term planning
• The preconditions for a long-term planning
• The prospects of the market and of the reference channel
• The alternative to implemented plans
• Potential future objectives
• Strategies and actions to achieve future goals
Ad hoc
Contatti
