5. SALES FORECASTING

https://www.baidu.com/s?ie=UTF-8&wd=%E7%91%9E%E5%85%8B%E4%B8%8E%E8%8E%AB%E8%92%82%E7%AC%AC%E4%B8%80%E5%AD%A3Where do the numbers comefrom?

Sales has a short termperspective

Marketing has a long termperspective

Forecasting terms:

Market potential

Market forecast

Sales potential

Sales forecast

Quota

FORECASTING METHODOLOGIES

SECONDARY DATA

PRIMARY DATA

SUBJECTIVE/QUALITATIVE:

Jury of Executive Opinion

Sales force composite

Focus groups

OBJECTIVE/QUANTITATIVE:

Buyer surveys

Test markets

Time series

QUOTA  PURPOSE:

Incentives

Evaluation

CHARACTERISTICS OF GOOD QUOTAS:

Attainable

Easy to Understand

Complete

Timely

Not easy to manipulate

QUOTA TYPES:

Activity

Sales volume ($ and/or units)