Sales Forecasting: Presentation Given By: Mohsen & Abbas
Sales Forecasting: Presentation Given By: Mohsen & Abbas
(Philip Kotler)
Sales Forecasting
It is an estimate of sales during specified future period
It is made according to proposed marketing plan
Which assume particular set of uncontrollable and
competitive forces
Outside Experts
They have best knowledge of market condition taste and
preferences of target, level of competition etc.
They may be Technical consultant, Distributors, Market
research firms, Advertising Agencies, Person working in
Media, Wholesalers, Retailers etc.
Sales Force Opinion Method
Opinion of Salesmen & Sales Manager
Each Salesmen gives estimate of sales
Of his sales territory
For a particular period of time
Then individual estimate are combined
Hence Sales Forecast of whole organization is made.
Delphi Method
Extension of expert opinion method
Widely used in USA
No committee/Panel is formed
Opinion of sales expert are presented before other sales
expert in a chain manner
Last sale expert form final opinion about sales forecast
Users’ Expectation Method
It
is also known as survey of customer method or user
method or survey of buyers intention method
Actual user of product are contacted
They are asked to give their estimated purchase for a
period of time
Total of all users data is our estimates sales
Economic Indicators Analysis Method
Growth rate
Inflation rate
Government policy
Repo rate
Reverse repo rate
Past Sales Projection Method
Past Sales immediate previous year is taken as base
Average sale of past few years may also be taken as base
Certain percentage is added keeping in view
1. Growth trends
2. Future changes in marketing mix
3. Level of competition
Market Test Method
Particular area of market is selected for test
Compan5product is launched there
Sales in test is recorded for particular area of time
It is multiplied to the whole market area
Statistical Method
Trend Projections
Regression Analysis
Exponential Trend Method
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