Sale Forecasting Methods: By Deep Agarwal 08bs0004142

Sale forecasting methods By Deep Agarwal 08bs0004142

• Assessing market potential is the first step for companies to enter into new market • There are two type of methods for sale fore casting. 1- qualitative methods 2- quantitative method.

• Qualitative method consist of 1- User expectation Mainly carried out for industrial products Direct meeting with the customers. Customers are less and products are well defined 2-Sales force composite

3- Delphi technique The experts are asked to give there opinion. Coordinator should be efficient. 4- Market test

• Quantitative method 1-Time series analysis time series analysis is based on estimation. Based upon the past sale performance Sales = T*C*S*I Where T= long term variation C=Cyclical variation S= Seasonal changes I= unexpected change in the

• Regression and correlation analysis Y = a +Bx Where Y= dependent variable a = the Y intercept value b=increment of sale X=independent variable

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