Effective Sales Management: Short and Long-term Planning, Forecasting, and Expense Budgeting

CD & Manual
  382449TMX $99.00 USD Add to Cart
Credit Details
 88 Min. Audio MP3 - No shipping cost
   382449POD $99.00 USD Add to Cart
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What is a Podcast?

Benefits

This teleconference helps the individuals responsible for planning and updating budgets, with a focus on maintaining effective sales activities.

In an uncertain economy, performing long-term budget planning is often viewed as a luxury, rather than as an essential business practice. In every kind of economy, however, the need to anticipate financial boundaries is essential to ongoing business success.

Understanding and monitoring the inflows and outflows of cash must be a top priority for every business owner, operations manager and sales team member. Planning ahead for seasonal fluctuations and unexpected emergencies allows for dealing with challenges and at least partially reduces stress. In a down economy, the potential for a shortfall in business resulting in diminished cash flow is of real concern. The ability to deal with this underperformance in advance will definitely help address the challenge.


Agenda

Mapping out Your Sales Plan
  • Acquiring and Using Good Selling Knowledge
  • Planning a Good Market Mix
  • Trying New Things
Preparing and Revising Your Sales Forecast
  • Knowing Your Competition and Specifically Your Direct Competitors
  • Researching and Qualifying Your Multiple Price Policy
  • Selling Aggressively
Aligning Your Expense Budget With Your Forecast and Sales Plan
  • Re-Examining All Operating Budgets
  • Initiating Aggressive, but Realistic Goals for Achieving Specific Expense Savings
  • Competitively Re-Bidding All Significant Vendor and Supplier Contracts
Practical Approaches to Opportunities in the Market
  • Carefully Evaluating All Amenities and Packages in Your Offerings
  • Examining Every Part of Your Credit Policy and Practice
  • Planning and Monitoring Monthly Cash Flow (Forecasted and Actual)

Faculty

John J. Hogan Ph.D., CHE, CHA, MHS

John J. Hogan, Ph.D., CHE, CHA, MHS
  • A career hotelier and educator, with 35 years experience in hotel operations, food and beverage, sales and marketing, training, management development, and asset management on both a single and multi-property basis
  • Industry certified and a past recipient of the American Hotel & Lodging Association’s Pearson Award for Excellence in Lodging Journalism, as well as operational and marketing awards from international brands
  • Author of weekly columns for a number of global online services (hotel online.com, eHotelier, 4 Hotels, Hotel Resource, etc) and has published more than 400 articles and columns
  • Co-authored (with Howard Feiertag, CHA CMP) LESSONS FROM THE FIELD – a COMMON SENSE APPROACH TO EFFECTIVE HOTEL SALES, available from www.roomschronicle.com
  • Clients include a wide range of associations, international brands, management groups, convention and visitors’ bureaus, and academic institutions
  • Has taught college level courses at three different colleges and universities over a 20-year period, while managing with Sheraton, Hilton, Omni and independent hotels
  • Created and developed a blended learning system as the Director of Education and Cultural Diversity for the world’s largest hotel chain
  • Has conducted an estimated 3,200 workshops and classes in his career
  • Expertise and Research Interest includes: sales management and training, turn-around and revenue management, professional development, customer service, hospitality leadership and executive education
  • May be reached at johnjhogan@yahoo.com or 602-799-5375




CD & Manual - CD Set with bound 26 page manual
Podcast - 88 Minute MP3 with 26 page electronic manual - Immediate Access and No Shipping Cost