Megha M

Definition: There are several Analytical and Statistical methods of sales forecasting, that a firm can employ on the basis of its forecasting needs. These methods are listed below: Simple Projection Method: Under this method, the firm forecast the current year’s sales by simply adding up the expected growth rate to the last year’s sales. This growth rate can be determined … [Read more...] about Analytical and Statistical Methods

Definition: The Market Test is an experiment conducted before the commercialization (launch) of a new product to find out the facts about the product such as Is the product the right one? Is the product reasonably priced? etc. On the basis of such findings, the firm may either accept or drop the product idea. The Test Marketing is one of the methods used under the Market … [Read more...] about Market Test

Definition: In Substitution Method or a Replacement Method, the management first works on the sales forecast of the existing product, using any methods of forecasting and then uses this data to forecast the sales of a new product that will be launched as a substitute for the old product. Simply, the method used to forecast the sales of a new product on the basis of the sales … [Read more...] about Substitution Method

Definition: The Market Share Method is yet another sales forecasting method, wherein the company first works on the industry forecast, then applies the market share factor and then finally arrive at the company’s forecast. Simply, the company’s sales forecast is deduced from the data gathered on the industry sales and from the market share of the company. The market share of … [Read more...] about Market Share Method

Definition: Under the End Use Method, also called as the User Expectation Method, the list of several users of the product under forecasting is prepared first, who are then asked about their individual purchasing patterns and then from such information the complete product demand forecast is ascertained. Simply, the method used to know the buyer’s likely consumption of the … [Read more...] about End Use Method

Definition: The Sale Force Composite Method is a sale forecasting method wherein the sales agents forecast the sales in their respective territories, which is then consolidated at branch/region/area level, after which the aggregate of all these factors is consolidated to develop an overall company sales forecast. The sales force composite method is the bottom-up approach … [Read more...] about Sales Force Composite Method

Definition: In Survey of Expert's Opinions, the specialized group of people in the concerned fields, from both inside and outside the organization, are approached and asked to give their opinions on sales trend. The Survey of Expert's Opinions is the most common method of sales forecasting, employed by the organizations. This method is also based on the judgment of … [Read more...] about Survey of Expert’s Opinions

Definition: The Jury Method also called as an Executive Opinion Method is a sales forecasting method, wherein the executives from different departments come together and forecast sales for the given period, on the basis of their experience and specialization. The jury method is based on the judgments, the top executives of Marketing, HR, Finance, Production department come … [Read more...] about Jury Method

Definition: Sales Forecasting is the projection of customer demand for the goods and services over a period of time. In other words, it is the process that involves the estimation of sales in a physical unit that a company expects within a plan period. There are a variety of methods available to the firm for forecasting sales or demand of a company; these are listed … [Read more...] about Sales Forecasting