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o Territory Planning
Course Content
Day One
0/12
• Sales Forecasting Qualitative Methods :
o Economic Analysis
o Delphi Method
o Jury of Executives Opinion Focus Group
o Sales Force Composite
o Consumer Market Survey
Quantitative Methods :
o Simple Average
o Moving Average
o Weighted Moving Average
o Simple Regression
o Multiple Regression
Day Two
0/9
• Setting the sales team compensation scheme :
o Setting Quota
o Non-financial Rewards
o Setting Compensation Mix
• Sales Function Budget :
o Territory Planning
o Cost estimation
• Evaluating the Sales Team Management :
o Sales Team Performance Ratios
SalesGen Simulation
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