Individual Presentation of Ankita Kakaty- for sales

2. BY
ANKITA KAKATY

3. SALESFORCASTING IS
PREDICTING THE FUTURE
SALES IN AN ORGANISATION

4. QUALITATIVE METHODS:
Survey Method- It is based on the
opinion of buyers and consumers. It
is useful with respect to industrial
products but not as far as consumer
goods are concerned. According to
this method, a company first of all
selects potential buyers/consumers.
It then collects their opinions for
forecasting

5.  Expert Opinion - According to this
method, a company invites the
opinions of executives and
consultants who are acknowledged
experts in studying sales trend. On
the basis of their opinions, it
forecasts future sales. This estimate
is also made on the basis of past
performance. But it doesn’t take
into consideration of the future
trends

6.  Market Studies Method- This
method is commonly used by
marketers for consumer goods. It is
also known as The Market Test
Method. A market test provides
data about consumers and the
marketing mix. Some people use this
method as a market experiment
method. According to this method
market experiments are conducted
on changing consumer behaviour,
price, advertising expenditure etc.

7.  SalesForce Opinion Method- This
method estimates the buyer’s
intention from experienced
personnel in the sales force. They
can easily forecast for their
respective territories. Territory
wised forecast are consolidated at
the branch level and the branch
level forecast are consolidated at
the corporate level. This method can
be used only when the firm has
competent high calibered sales
personnel.

8. QUANTITATIVE METHODS
 Trend Method - This method
provides a rough trend of the
forecast on the basis of past
experience. It does not, however,
take into account the changing
environment. It is a simple method
for business forecasting on the basis
of past performance
 Graphical Method- In this method
the data's are plotted on a graph
paper and a graph is drawn for a
number of years. This is a simple
and inexpensive method.

9.  Time Series Method- The time series
analysis method predicts the future
sales by analyzing the historical
relationship between sales and time.
Although the actual number of
years included in a time series
analysis will vary from company to
company, as a general rule,
managers should include as many
years as possible to ensure that
important sales trends do not get
undetected. They are divided into
2. Free hold or graphical method
3. Semi-Average Method
4. Moving Average Method
5. Least Square Method(sales/years)

10.  Through sales forecasting the
companies can make their
sales people better forecasters,
by training them to better
interpret their interactions
with the customers.