chap5notes - Methods of Sales Forecasting Objective...

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The Role of Information in Sales Mgt MARKET OPPORTUNITY ANALYSIS market potential – an estimate of the possible sales of a product/service for entire industry sales potential – is the portion of the market potential that your firm can reasonably expect to achieve sales forecast – estimate of the dollar or unit sales for a specified future time period sales quotas – sales volume goal
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Methods of Sales Forecasting Subjective Forecasting Methods 1) User expectations method/Buyer Intentions 2) Sales force composite 3) Jury of executive opinion 4) Delphi technique
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Unformatted text preview: Methods of Sales Forecasting Objective Forecasting Methods 1) Market Test 2) Time Series Analysis (trend line, exponential smoothing, decomposition) 3) regression analysis Other Useful Analyses • Determining Size of the Sales Force Increase in # of salespeople will lead to increased sales volume but also increase in costs • 1) Breakdown method N = S/P where N = # of salespeople, S = forecast, P = estimated productivity of 1 salesperson • 2) Work load method (mgt estimates work required to serve the market and divides it up across salespeople)...
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chap5notes - Methods of Sales Forecasting Objective...

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