Development of the sales forecast | Marketing Concepts.
Sales forecast differs from the potential of the company's sales. This
establishes what will be the actual sales of the company to a certain
degree of company marketing effort, while the sales potential evaluates
what sales are possible in the various levels of the marketing effort,
assuming that there are certain conditions of the environment.
It is also called as the technique that allows you to calculate projections of sales of a fast and reliable way, using as sources of data, whether inventory transactions or sales turnover. It also allows to estimate the demand into the future, based on historical information generated by the movement of products from the Inventory Control module or by the sales of the Invoicing module.
Greater safety in the handling of information related to the company's sales.
Greater flexibility in the preparation of forecasts and for the creation and comparison of multiple scenarios for purposes of analysis of projected sales.
It supports sales in an effective and timely manner decisions, predict the products and demands guidelines established within the Master Plan of production.
Generally accepted for the development of forecasting techniques are divided into five categories: Executive judgment, surveys, analysis of series of time, regression analysis and market testing. The choice of the method or methods will depend on the costs involved, of the purpose of the forecast, the reliability and consistency of historical sales data, of the time available to make the forecast, the type of product, the characteristics of the market, the availability of the necessary information and the expertise of managers to forecast. The usual is companies to combine various forecasting techniques.
It is also called as the technique that allows you to calculate projections of sales of a fast and reliable way, using as sources of data, whether inventory transactions or sales turnover. It also allows to estimate the demand into the future, based on historical information generated by the movement of products from the Inventory Control module or by the sales of the Invoicing module.
Advantages:
Support for decision making by the management of marketing, sales and production by providing them with accurate, and consistent information which is calculated using mathematical forecasting models, historical data of the behavior of sales and the judgment of the Executive representatives of each involved Department of the company.Greater safety in the handling of information related to the company's sales.
Greater flexibility in the preparation of forecasts and for the creation and comparison of multiple scenarios for purposes of analysis of projected sales.
It supports sales in an effective and timely manner decisions, predict the products and demands guidelines established within the Master Plan of production.
Generally accepted for the development of forecasting techniques are divided into five categories: Executive judgment, surveys, analysis of series of time, regression analysis and market testing. The choice of the method or methods will depend on the costs involved, of the purpose of the forecast, the reliability and consistency of historical sales data, of the time available to make the forecast, the type of product, the characteristics of the market, the availability of the necessary information and the expertise of managers to forecast. The usual is companies to combine various forecasting techniques.