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Duration of the course / workshop
Duration of the course / workshop
1 Day (8 hours)
Program Overview
Program Overview
In this information age, we are continuously processing tons of data due to the sheer ease and availability of technology. We analyze, evaluate and take countless decisions each day. Whether it is a matter of managing our budget, time or selling to a customer, you need to have a clear understanding about the impact of your decisions on your performance and other members with whom you interact. The quality of your data will determine the quality of your decisions that are directly linked to results.
This program is structured around field operations and will help in building analytical skills for deeper understanding of the situation and enhancing performance in field sales operations. Basic mathematics plays a major role in our life. In this workshop, you will work with some of the statistical tools that are used in every day work environment and can be easily applied in different situations for the evaluation of key performance indicators.
Why should student/ professional will do this course ?
Why should student/ professional will do this course ?
Target Audience
Target Audience
Supervisory Level
Field Level
Outcomes and benefits
Outcomes and benefits
To train attendees to effectively utilize resources while achieving sales targets
To get higher returns on investments (ROI) from business partners
To develop profitable business plans for business partners
To build high performance teams
Course Outline/content
Course Outline/content
1. Understanding the Business Environment
2. Field Operations
3. Sales Strategy Development: Analyze what (TOP—Territory Operations Plan)
4. Tools for Effective Sales Planning
5. Estimating the Consumer Demand (ECD)
o Open Ended Questioning Technique
o Close Ended Questioning Technique
6. Potential Estimation
7. Sales Forecasting
o Planning Cycle
o Business Planning Process
o Sales Data Management
o Sales Data Collection Architecture
8. Category Tree Management
9. Forecasting Techniques
10. Qualitative Analysis
11. Quantitative Analysis
12. Understanding Statistical Analysis
13. Statistical tools for field sales
o Least Square method
o Time Series Analysis
o Z Chart
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