Planning time spans - Sales Management

Companies vary in the time spans they apply to their planning process. Forecast time spans might be defined for practical purposes as in the following chart. Apart from the accuracy of forecasting depending on the stability and maturity of the overall product markets, consideration must be given to the security of access to individual market sectors (or export markets, if included in the forecasting process) when forecasting.

If a company’s trade in a market sector is under threat then this should be reflected in forecasts (e.g. if new sources of similar products are likely to start supplying the market, or innovation by competitors will make company products obsolete, or changes in rules and regulations will block company sales opportunities).


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