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- Sales Forecasting
- Sales forecasting is a difficult area of management. The Reasons for undertaking sales forecasts is businesses are forced to look well ahead in order to plan their investments, launch new products, decide when to close or withdraw products and so on. The sales forecasting process is a critical...
- White papers 2003-01-01
- Sales Forecasting Is The Key To Business Success
- Sales forecasting is an art rather than a science, which enables analysts to predict the forthcoming stages of sale of any company or organization. It is one of the most difficult areas of management where a lot of experience and knowledge is required for accurate prediction but also one of...
- White papers 2008-08-17
- Perfect Sales Forecasting
- Forecasting can be easy and reliable if it involves a consistent, creditable selling process. A simple method of forecasting is applicable to many fields ; shining or diminishing. Demographic and psycho graphic characteristics must be carefully looked into while making sales Focus on the sales you have made rather than...
- White papers 2009-04-01
- Choice Modeling For New Product Sales Forecasting
- Developing and introducing new products or new services is an inherently risky venture. No forecasting system can guarantee success 100% of the time. Choice modeling, however, can reduce the risks associated with the introduction of new products by providing more accurate forecasts, especially for products without massive advertising support. Choice...
- White papers 2009-05-07
- How To Make Your Sales Forecasting More Predictable
- Sales forecasting methods range from simple to sophisticated. Among the simple ones are trend analysis, market share analysis, jury or executive or expert opinion, sales force surveys and consumer surveys. Among the more complex ones are the chain ratio technique, market buildup method, and statistical analyses. By combining two or...
- White papers 2008-10-25
- The Sales Forecasting Techniques
- Many sales managers do not recognize that sales forecasting is their responsibility. In this paper we summarized techniques that manager used into two types: qualitative and quantitative techniques. This paper also discusses the use of computer software in sales forecasting in Serbia. Forecasting activity should help managers to make better...
- White papers 2006-05-17
- Forecasting Women's Apparel Sales Using Mathematical Modeling
- Sales Forecasting is an integral part of apparel supply chain management and very important in order to sustain profitability. Apparel managers require a sophisticated forecasting tool, which can take both exogenous factors like size, price, color, and climatic data, price changes, marketing strategies and endogenous factors like time into consideration....
- White papers 2003-11-01
- Researching Sales Forecasting Practice: Commentaries and Authors' Response on "Conducting a Sales Forecasting Audit"
- Sales forecasting is a common activity in most companies affecting operations, marketing and planning. Little is known about its practice. Mentzer and his colleagues have developed a research programme over twenty years aimed at rectifying the gap in knowledge. Most recently, in the Mentzer et al. paper they have demonstrated...
- White papers 2003-03-13
- Whose Forecast Is It Anyway? Improve Your Sales Forecasts by Putting Responsibility and Authority in the Same Place
- Sales forecasting is problematic in most companies. Forecasting is a difficult subject to master. Sales forecasting has been a big issue in every company. The inability to truly improve sales forecasting is actually generated by a mistake made by senior management. This paper considers a solution to improve the process.
- White papers 2003-06-04
- Sales Forecasting As A Knowledge Management Process
- From the executive summary: ‘While knowledge management is growing buzzword in business, very little attention has been paid to knowledge management within the context of sales forecasting. Such attention is warranted given that sales forecasting is predicated on ‘company knowledge' or ‘company intelligence.' In fact, sales forecasting, from both a...
- White papers 2001-01-01
- Demand Planning And Sales Forecasting: A Supply Chain Essential
- From the executive summary: ‘Effective demand planning and sales forecasting across the supply chain can bring a host of benefits. Specifically, it can help improve labor productivity, reduce head count, cut inventories, speed up product flows, and increase revenues and profits. The paper examines this critical supply chain activity from...
- White papers 2003-01-01
- Sales Forecasting
- Sales forecasting is the process of anticipating the sales figures that would be realized by the sales force in coming time. It involves a thorough analysis of factors and issues prevailing in the organization with regard to the sales strategy. Sales forecasting is useful in determining the new facilities, labor,...
- Presentations 2003-01-01
- How To Forecast Your Sales
- Sales forecasting is the process of organizing and analyzing information in a way that makes it possible to estimate what your sales will be. This guide outlines some simple methods of forecasting sales using easy to find data. Books containing simple and sophisticated techniques of forecasting sales can be found...
- White papers 2003-01-01
- The Salesperson's Role in the Sales Forecasting Process
- The article starts with the fact that as the competition in markets for products and services continue to become more intense, it is imperative for organizations to improve their attempts to plan for the future. This non-empirical paper looks at past research as it applies to the roles of salespeople...
- White papers 2003-01-01
- Is Sales Forecasting Worth the Effort?
- Sales forecasting is mostly a useless political exercise. by Geoffrey James
- Blog posts 2009-11-23
Additional Resources
- The Wild, Wild, West of Sales Forecasting
- Forecasting and meeting revenue targets will continue to be the most important job for even the roughest, toughest senior sales executive. Forecasting revenue targets and communicating revenue expectations is too important a task for the Sales Vice President to delegate down to the individual sales rep.The VP of Sales'...
- White papers 2003-01-01
- The Key To Accurate Sales Forecasting - Moving From Opinion-Based Forecasting To Fact-Based Forecasting
- Sales forecasting will always contain elements of factual basis and judgement. We will never eliminate the judgement required. That is the reason we do not have a system or programming that can create a credible sales forecast. The balance between these two factors is the key to improving accuracy. The...
- White papers 2004-10-21
- Sales Forecasting Techniques
- Think of your sales forecast as an educated guess. Forecasting takes good working knowledge of your business, not advanced degrees or complex mathematics. It's much more art than science. The research for a good forecast is almost always harder than the final process of actually making the educated guesses. Your...
- White papers 2006-01-01
- Sales Management: Sales Forecasting
- Sales forecasting isn't just for big companies. Small business owners who develop good sales forecasting tools have a much easier time than those who never forecast. As an entrepreneur, you can certainly appreciate the unpredictable nature of small business. This paper explains steps you can take in order to gauge...
- White papers 2007-01-01
- Beyond Sales Forecasting: Managing Risk In Retail Site Selection
- The stakes are very high in the sales forecasting game. There are several companies and vendors that utilize best practices in model development and decision making processes, but there are others who do not. In order to be sure that you or your vendors are getting the best possible results,...
- White papers 2005-10-04
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