Programme Details
A realistic sales budget forms the foundation of effective business planning, resource allocation, cash flow management, inventory planning and hence profitability improvement. However, many organizations face challenges in preparing realistic sales forecasts due to uncertain market conditions, changing customer behavior, and limited forecasting techniques.
This practical handson workshop provides participants with structured methodologies and best practices to develop reliable sales budgets.
Participants will learn how to translate market information and customer trends into a more realistic sales projection.
Through practical exercises using your own company products and Excel-based applications, participants will gain hands-on experience in preparing sales budgets that support the organization wide annual strategic planning and improve business performance.
LEARNING OUTCOMES
At the end of this program, participants will be able to:
• Understand the importance of sales budgeting in business planning and financial performance.
• Identify key factors affecting sales forecasts and budget assumptions.
• Analyze sales trends and its corelation with market information effectively.
• Develop realistic sales assumptions and scenario analyses.
• Prepare monthly and annual sales budget and budgetary control realistically
PRE-REQUISITE
• Stable Internet Connection
• Webcam and Earphones
COURSE CONTENT
Module 1: Introduction
• Why Planning?
• Relationship between Sales Budget, Operating Budget and Cash Flow
• End in Mind Objective Setting:
o Regions and Company Wide
o Product Mix
Module 2: Sales Drivers
• Internal and External Factors Affecting Sales
• Market Demand / Customer Buying Patterns and Trend
• Customers Survey
• Product Life Cycle Impact
• External Economic and Industry Considerations
• Hands On Exercises on External Economic and Industry and Market Scan
Module 3: Sales Quantity Forecasting Techniques (using your own company’s product)
Quantitative
• Zero Base Basis
o By Region
o By Customers – Existing and Potential
o By Products
o By Months
Qualitative
• Forecast sustainability justifications against Environmental Scan factors and Customers Survey & Buying Trend
Module 4: Building Sales Budget and Implementation
• Pricing Assumptions
• Promotional Cost
• Strategies and Strategic Thrust Development
• Stock Holding and Customers Credit Cost
• Sales Profit and Loss – Sales Margin Determination of Meeting Organizational Operating Objectives
• Cash Collection against Sales Revenue Determination
Module 5: Scenario / Sensitivity Analysis
• Best Case Scenario
• Most Likely Scenario
• Worst Case Scenario
• Impact on Profitability and Cash Flow
Module 6: Sales Budgetary Control
• Budget vs Actual Analysis
o Price Variance
o Volume Variance
o Mix Variance
• Root Causes Analysis
• Corrective Actions
WHEN & WHERE
27 November 2026 (Friday)
9.00 am to 5.00 pm
Remote Online Training – Zoom
WHO SHOULD ATTEND
Business Owners, Commercial Managers, Operations Managers, and Key Personnel across Marketing, Sales, Finance, and Business Planning
TRAINING INVESTMENT
RM 800 per participant (inclusive of Service Tax, Online Course Materials, E-Certificate of Attendance)
🔥Group Promo: Save 15%
Register min. 3 pax for RM 680 per pax (Normal Rate: RM 800)
HRD Corp Claimable (SBL-Khas)
TRAINER'S PROFILE
Kok Tee has over 40 years of experience in financial, strategic and general management. He has held a variety of leadership and senior management roles in various organizations, the last being Group Chief Executive Officer. More than half of this time are spent in the Manufacturing, Marketing & Distribution and Services organization, including those with the then Inchcape Timuran Berhad, Metroplex Berhad, Perdana Industries Berhad.
He is a Fellow member of the Association of International Accountants, UK; Member of the Institute of Public Accountants, Aust.; Certified Commercial Accountant, (M); Member of the Chartered Tax Institute of Malaysia; Member of the Malaysia Associations of Company Secretaries; holds a MBA in Finance from Charles Sturt University, Australia and a Gold Mastery Holder in Reinventing Strategic Planning and Management from the Haines Centre for Strategic Management, sponsored by University of San Diego, USA.
He is also a Certified Trainer with PMSB’s Train The Trainer Certificate since 2009, a GST Agent registered with MOF and a life member with the Malaysian Institute of Directors.
Kok Tee has also been involved in training and facilitation on a part-time basis from 2009-2013, and full time from 2014 to now. To date, he has conducted about 300 training workshops, of which more than half are for GST related covering including GST Accounting for both in-house as well as public, including Government Authorities, Chamber of Commerce, Government Link Companies, Banks, Malaysian Institute of Accountants, Chartered Institute of Management Accountants, Selangor state Human Resource Development Centre, Negeri Sembilan state Skills Development Centre, NGOs, political party as well as for various other training providers.
He also developed and delivered an Entrepreneurship program (training) specially for MBA students from GC University, Pakistan in collaboration with Sunway Education Group for period 2010 to 2014. He was also an assessor for the UTAR’s NGO strategic planning program and an invited speaker for the Asian Financial Controller’s Congress in 2009, 2010 and 2011.