Sales Control

Upon completion of this course, you will be able to understand:

The position of sales forecasting in the marketing planning system.
Qualitative and quantitative forecasting techniques.
How computer software is used in forecasting.
The part budgets play in the smooth running of an organisation.
How the sales budget is derived and its purpose.
The meaning of salesforce evaluation.
The salesforce evaluation process.
How standards of performance are set in order that sales can be achieved.
How information plays a key role in the evaluation process.
How to set qualitative and quantitative measures of performance.