Overview
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Discover how to create and manage effective sales forecasts. Learn why forecasting is critical, and how to use qualitative and quantitative methods to project sales.
Syllabus
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Introduction
- Sales forecasting impacts everything
- What is sales forecasting?
- Why sales forecasting is important
- Understand the sales forecasting process
- Define your market category
- Understand market dynamics
- Select a forecasting technique
- Collect data
- The rollover technique
- Moving averages
- Smoothing
- Using estimates from customers
- Use estimates from sales reps and distributors
- Use a panel of experts
- Forecasting in the new world of work
- Sales forecasting is about conversations
