this ppt give more info about sales

1. Estimating Market Potential &
Forecasting Sales

2. Sales Planning 2
Analyzing Market Potential
 Ability to Buy
 Willingness to Buy

3. Sales Planning 3
Sources of Data
 Primary data sources
 Secondary data sources

4. Sales Planning 4
Sales Forecasting Method
 Qualitative Methods
 User Expectations
 Sales Force Composite
 Jury of Executive Opinion
 Delphi Technique
 Market Test

5. Sales Planning 5
Sales Forecasting Method
 Quantitative Methods
 Time Series Analysis
 Moving Average
 Exponential Smoothing
 Regression and Correlation Analysis
 Multiple Regression Model

6. Sales Planning 6
Selecting a Forecasting Method
 Accuracy
 Cost

7. Sales Planning 7
Types of Data Available
 Requirements of the Software
 Experience of the Company

8. Sales Planning 8
Criteria for Effective Forecasting
 Accuracy
 Plausibility
 Durability
 Flexibility
 Availability of Statistical Indexes
 Organizational Participation
 Demand patterns in the Market for the Product

9. Sales Planning 9
Difficulties Associated with Forecasting
 Lack of Adequate Sales History
 Lack of Time, Money and Qualified Personnel
 Changing Customer Attitude
 Fashions and Fads

10. Thank you