The sales forecasting system - Marketing Management

Sales forecasting involves the determination of the expected levels of sales in the future, based on past and present sales data, the intentions of management and environmental influences upon the enterprise. The forecasting of sales can be regarded as a system having inputs, a process and an output.This may be a simplistic viewpoint, but it serves as a useful tool for the analysis of the true worth of sales forecasting as an aid to management.

The cost/sophistication trade-off

The cost/sophistication trade-off

The sales forecasting system

sales forecasting system


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