Sales Forecasting

Course details

Sales forecasting is crucial for almost any business, because it affects sales deployment, financial planning, budgeting, operations planning, and marketing planning. Since sales forecasts have far-reaching impact, it's critical that the forecast information is as accurate as possible. In this course, sales and marketing professor Drew Boyd shares a step-by-step process for creating and managing effective sales forecasts. He takes you through how to define your market category, create the right processes, select the right forecasting technique, and collect data. In addition, he reveals how to use both qualitative and quantitative forecasting methods.

Concepts

Introduction

Sales forecasting impacts everything

Understanding Sales Forecasting

What is sales forecasting
Why sales forecasting is important
Understand the sales forecasting process

Preparing for Sales Forecasting

Define your market category
Understand market dynamics
Select a forecasting technique

Using Quantitative Forecasting

Collect data
The rollover technique
Moving averages
Smoothing

Using Qualitative Forecasting

Using estimates from customers
Use estimates from sales reps and distributors
Use a panel of experts
Forecasting in the new world of work

Conclusion

Sales forecasting is about conversations