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Sales Forecasting

SECTION 1: THE CONCEPT OF FORECASTING
1
Introduction to Sales Forecasting
2
Forecasting Methods: An Overview
3
Causal Approaches to Sales Forecasting
4
New Product Forecasting
5
Why Build a Sales Forecast?
6
Types of Sales Forecasting Methods
7
Data-Driven Sales Forecasting Using Opportunity Stages
8
Additional Forecasting Methods
9
Quiz
SECTION 2: SALES FORECASTING
1
Running Your Sales Forecasting Meetings
2
Developing Your Traditional Forecasting Stages
3
Nature and Purpose of Sales Forecasting
4
Methods of Sales Forecasting
5
Trend Analysis and Extrapolation
6
Correlation between Sales and Profit Maximization
7
Brainstorming (Thought Showers)
8
Impact of SCM on Sales Forecasting
9
Quiz
SECTION 3: REASONS FOR UNDERTAKING SALES FORECASTS
1
The Sales Forecasting Process
2
Sales Forecasting Need in Financial Planning
3
Sales Forecasting Need in Production /Purchasing and Logistics
4
Factors for Selecting the Forecasting Model
5
Creating the Sales Forecast for a Product
6
Forecasting Methods and Techniques
7
Qualitative Methods
8
Selecting the Right Forecasting Model
9
Wrapping Up
10
Quiz
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