Sales Forecasting Techniques

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Sales forecasting uses past sales figures to predict the short-term or long-term future performance to enable sound financial planning. For shops and stores, market research may yield the following indicators for deriving initial forecasts

• average sales volume per unit area for similar shops in similar locations of similar size

• number of consumers or consumer households in appropriate vicinity of the store and their annual expenses on the product in question

Sales Forecasting is the process of using the company’s sales records of the past years to predict the short-term or long-term performance in the future. This is one of the pillars of proper financial planning. As with any prediction-related process, risk and uncertainty are unavoidable in Sales Forecasting too. Hence, it’s considered good practice for forecasting teams to mention the degree of uncertainties in their forecast.

A Sales Territory is the customer demographic or the geographical area assigned for sales activity to either a salesperson or a sales team. In these cases, a sales manager generally assigns the territory among members of the sales team. Often retailers, franchisees and distributors operate under specific territories.

Sales Forecasting covers following content

Sales Forecasting - Introduction

Sales Cycle

Factors to Consider

Generating Sales Reports

Balancing Time and Prospects

Common Hurdles

Assigning Responsibilities

Word of Caution

Sales Territory Planning

Logistics vs Customer Service

Team Selling

Ranking of Customers

Common Territory Strategies

Sales Accepted Lead (SAL)

Marketing Opportunity

Benchmarking

Web Analytics

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