Marketing Chapter Sales
Forecasting fully solved &
updated
What is Sales Forecasting? - answer The amount of product a
company expects to sell during a specific period (Units and
Revenue).
What is Forecasting used for? - answer - Driving all other budgeting
- Other budgets must wait for the forecast
What does Forecasting affect? - answer - Ops- Raw materials,
inventory and warehousing, production equipment, etc
- Finance- Inventory, financial statements, etc
- Marketing- Mix variables, budgets, etc
- HR- Hiring, sales, etc
- R&D- Existing product support, new products, etc
What are 2 Qualitative Sales Forecasting techniques? - answer 1)
Executive or Owner judgement
2) Surveys
- Customer forecasting surveys
- Sales force forecasting surveys
- Experts forecasting surveys
- Delphi Technique ( panel of experts)
What are 2 methods for Forecasting? - answer 1) Averaging
Forecasting fully solved &
updated
What is Sales Forecasting? - answer The amount of product a
company expects to sell during a specific period (Units and
Revenue).
What is Forecasting used for? - answer - Driving all other budgeting
- Other budgets must wait for the forecast
What does Forecasting affect? - answer - Ops- Raw materials,
inventory and warehousing, production equipment, etc
- Finance- Inventory, financial statements, etc
- Marketing- Mix variables, budgets, etc
- HR- Hiring, sales, etc
- R&D- Existing product support, new products, etc
What are 2 Qualitative Sales Forecasting techniques? - answer 1)
Executive or Owner judgement
2) Surveys
- Customer forecasting surveys
- Sales force forecasting surveys
- Experts forecasting surveys
- Delphi Technique ( panel of experts)
What are 2 methods for Forecasting? - answer 1) Averaging
