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Sector-specific

Computerised Sales Management

Retail 50 hours

Introduction

This Computerised Sales Management Course This training course outlines the process by which companies use software and technological tools to manage and optimise all activities relating to the sales cycle. This includes the lead management, customer management, tracking sales opportunities, invoicing and data analysis. Sales automation can improve efficiency and increase the productivity and to help the companies to make more informed decisions. Computerised sales management is a fundamental part of a company’s sales strategy in the digital age. It helps organisations to be more efficient, to provide better customer service and to make data-driven decisions.

Objectives

  1. Improving the sales management within the company, by automating and standardising processes and minimising errors.

  2. Optimising the Sales Force.

  3. Increase the the organisation’s income by optimising sales management and identifying opportunities for cross-selling and upselling.

Table of Contents

TEACHING UNIT 1. COMPUTERISED MANAGEMENT

  1. The need for management.
  2. Accounting obligations.
  3. Planning.
  4. Difficulties.
    1. - Time.
    2. - Work.
  5. Management information systems.
  6. Examples of computerised management and planning.

TEACHING UNIT 2. MASTER FILES

  1. Inmates.
    1. - Articles.
    2. - Customers.
    3. - Payment methods.
    4. - Payment methods.
  2. External.
    1. - Banks.
    2. - Suppliers.

TEACHING UNIT 3. SALES MANAGEMENT

  1. Sales, orders, delivery notes and invoices.
  2. Enquiries.
  3. Reports, printed documents.
  4. Sales accounting.
  5. Connection to the POS terminal.

TEACHING UNIT 4. FORECASTING AND PLANNING

  1. Purchasing, sales and stock statistics.
  2. Planning budgets.
  3. Financial and commercial ratios.
  4. Cost analysis.
  5. Financial viability.

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