Scribd Logo
Upload

Welcome to Scribd!

  • 23 views

    SDM-B Project - GROUP-2

    Uploaded by

    passion4wheels
    This document is a sales forecasting exercise submitted by a group of students to their professor. It discusses the Indian corporate training industry, providing an overview of its size, growth, and fragmented nature. It also analyzes the macro and micro environmental factors influencing the corporate training industry in India using frameworks like PESTEL and Porter's Five Forces. Finally, it describes the sales organization structure and forecasting methodology of a company called Knowise Learning Academy that provides corporate training programs.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOCX, PDF, TXT or read online from Scribd

    SDM-B Project - GROUP-2

    Uploaded by

    passion4wheels
    23 views7 pages
    This document is a sales forecasting exercise submitted by a group of students to their professor. It discusses the Indian corporate training industry, providing an overview of its size, growth, and fragmented nature. It also analyzes the macro and micro environmental factors influencing the corporate training industry in India using frameworks like PESTEL and Porter's Five Forces. Finally, it describes the sales organization structure and forecasting methodology of a company called Knowise Learning Academy that provides corporate training programs.

    Original Title

    SDM-B Project- GROUP-2

    Copyright

    © Attribution Non-Commercial (BY-NC)

    Available Formats

    DOCX, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    This document is a sales forecasting exercise submitted by a group of students to their professor. It discusses the Indian corporate training industry, providing an overview of its size, growth, and fragmented nature. It also analyzes the macro and micro environmental factors influencing the corporate training industry in India using frameworks like PESTEL and Porter's Five Forces. Finally, it describes the sales organization structure and forecasting methodology of a company called Knowise Learning Academy that provides corporate training programs.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    23 views7 pages

    SDM-B Project - GROUP-2

    Uploaded by

    passion4wheels
    This document is a sales forecasting exercise submitted by a group of students to their professor. It discusses the Indian corporate training industry, providing an overview of its size, growth, and fragmented nature. It also analyzes the macro and micro environmental factors influencing the corporate training industry in India using frameworks like PESTEL and Porter's Five Forces. Finally, it describes the sales organization structure and forecasting methodology of a company called Knowise Learning Academy that provides corporate training programs.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    You are on page 1of 7

    Exercise on Sales Forecasting

    Sales and Distribution Management


    Section- B

    Submitted To:

    Prof. Suresh G
    Faculty - SDM

    Group Members:

    Ashish Mittal (09BSHYD0183)

    Gaurav Saxena (09BSHYD0291)

    Parth Seth (09BSHYD0558)

    Saurabh Mathur (09BSHYD0752)

    Saurabh Minocha (09BSHYD0753)

    Swaha Ganguly (09BSHYD0900)


    Indian Corporate Training Industry: An Overview

    The Corporate Training Industry in India has acquired new dimensions in the recent past. Training
    has come out of the HR closet and evolved to become an effective business tool. More than an
    employee retention tool, training has evolved to become a critical business enabler for effective sales,
    leadership, relationship building, increased production, etc; it is increasingly being linked to business
    outcomes.

    The Indian Corporate Training Industry is estimated at about Rs. 5000 crores, and promises a
    massive growth potential. But the industry is hugely fragmented, dominated by individuals and
    private consultants. The large presence of MNCs in the country and the increasing popularity of
    Hybrid delivery models (like VSAT/ e-learning/ online mentoring) have fueled the growth of this
    industry.

    Indian Corporate Training Industry is large and lucrative as India is one of the fastest growing
    economies in the world with a huge skill gap. India suffers from a gap in the mid-to-entry-level
    talent, rather than senior management. Hence Indian Corporate Training market is also skewed
    towards training mid-to-entry-level employees. However the offerings at the entry/mid level
    Corporate Training remains highly disorganized and unstructured.

    SHARE HOLDING PATTERN OF THE COMPANY:

    Knowise Learning Academy is a private company and as such the shares of the company are held by
    the two directors of the company:

    Mr. Karthick C S (50%); and

    Mr.Rishab Lunia (50%)


    Analysis of Macro-economic Environment: PESTEL

    1. Political stability – Indian political structure is Positive


    considered stable enough.

    Political 2. War Negative

    3. Currently only 400 million people have


    undergone skill development (2% of total Very Positive
    population) whereas the Government has set a
    target of 500 million by 2022 thus making skill
    development a merit service.

    1. Large and growing domestic market. Positive


    2. 300 million strong consuming class and growing Very Positive
    at 6% per annum.
    Positive
    Economic 3. Relaxed FDI regulations.
    4. Currency fluctuations. Negative
    5. Economic attractiveness due to low labour cost Very Positive
    and other advantages. Positive
    6. Steady economic reform regime.

    1. Among largest pool of English speaking Highly Positive


    population.
    2. Only 2% of Indian population has undergone skill
    Social training, one of the lowest in the world, thereby Highly positive
    providing huge opportunities for the growth in
    the corporate training industry.
    3. Working age population. Positive
    1. Internet backbone: due to IT revolution of 90s,
    Indian cities are well connected.
    Positive
    Technological 2. New IT technologies enabling high definition
    content and innovation in low cost technologies
    Positive
    are providing better opportunities to the Indian
    Corporate Training Industry.

    1. Energy efficient processes and equipments are


    being used as companies are focusing on reducing
    Positive
    carbon footprints, energy utilization, etc.
    Environmental
    2. Growing opportunities for the carbon credit
    Very Positive
    market and consultancies for this market.

    1. Services like corporate training attract a service tax of Mildly


    12.36%. (Service Tax 12% + on the service tax 2% education Negative
    Legal cess + another 1% higher education cess.

    2. Regulations related to trade and joint venture/


    partnerships with foreign companies are specific to local
    environment. Mildly
    Negative
    Analysis of Micro-economic Environment: Porter’s Five Forces Model

    Threat of Substitutes: MEDIUM

     Corporates may switch to in-house


    training by outsourcing their
    training.

     Individual requiring training doesn’t


    have options other than the training

    Bargaining power of Bargaining power


    Rivalry among Firms: HIGH of customers:
    supplier: MEDIUM
    HIGH
     Commoditized offerings.
     Specialized
    trainers with good  Low cost, little  Large number
    domain differentiation of training
    knowledge and positioning. firms.
    expertise.  High industry growth.
     Vast pool of  Large number of
    trainers available. competitors.

    Barriers to Entry: MEDIUM

     Low capital requirements.


     Monopolistic competition- many
    market players.
     Players have very less market power.
     Takes time for a new entrant to
    achieve economies of scale.
    COMPANY: Knowise Learning Academy (P) India Ltd.

    SALES ORGANOZATION STRUCTURE:

    n
    a
    o
    i
    l
    g
    r
    t
    R
    e
    T
    s
    r
    e
    P
    g
    l
    o
    a
    n
    S
    V
    m
    M
    )
    t
    e
    g
    h
    u
    o
    s
    a
    r
    1
    2
    S
    m
    W
    (
    n
    M

    Purposes of Current Forecast:

     To identify the training programs


     To identify the demand for them (program wise and area wise) and set targets.

    The company follows top down approach as the training needs and demands for the technical
    programs of the BFSI sector are identified by the senior level and communicated down the line.

    Target Setting:

     The demand is identified mainly through secondary data – based on people applying for the
    various courses for which the company provides training.
     Area wise – the company takes into consideration the number of professionals and business
    organizations operating who would require such training.

    Methodology:
    The planning process followed by Knowise is: LE (Latest estimates) - it is the current understanding
    of the most likely outcome for the forecast period .

    Objective of Latest Estimate (LE) technique is to plan volume (quantities) and the following Profit
    & Loss and Balance sheet items for each program over the next 12 to 14 months (current Quarter
    plus 4 Qs): Net Sales, Gross Margin, and Volume planning. In Knowise this is called as STP
    planning (Short term planning). To obtain the Latest Estimates, a qualitative tool adopted by the
    company is Sales Force Composite (In this method, each salesperson for particular account in
    PRODUCT selling estimate sales. Company sales forecast is made up of all salespersons sales
    estimate and all the Account sales estimates).The Long Range Forecast (LRF) is part of Long Range
    Planning (LRP) process. Its objective is to estimate the value of business for the current +3 years
    (strategy period), to be used as a basis for strategic and longer term business portfolio decisions.

    You might also like