Fundamentals of Sales Forecasting
2 days|Delivered on request
Fundamentals of Sales Forecasting is built for delegates who need to be useful in this area quickly. It starts at first principles and works through sales forecasting and service recovery without assuming prior specialist training. The programme exists because customer complaints are logged far more often than they are analysed, and because capability in this area is usually built on the job with no structure behind it. Delegates leave able to work confidently with customer journey mapping, objection handling and voice of the customer programmes in their own organisation.
What delegates leave able to do
- Explain customer journey mapping to someone who does not do the work, measured against recognised service design practice
- Bring objection handling into line with current good practice
- Take ownership of voice of the customer programmes rather than escalating it
- Put consultative selling on a footing they can defend to a reviewer
What the course covers
- Sales forecasting
- Service recovery
- Customer journey mapping
- Objection handling
- Voice of the customer programmes
- Consultative selling
- Negotiation in sales
Who should attend
- sales managers
- service desk staff
- client relationship managers
- branch managers
