IntroductionAs its name suggests sales forecasting is a quantitative technique used by firms to estimate future sales. Knowing how many sales you will in the next quarter or next year for example, will allow firms to more effectively manage their resources, and hopefully become more competitive in the market place.
However faulty or poor predications can lead to mismanagement of resources. Firms should therefore strive to make their forecasting as accurate as possible. In this chapter we learn some basic techniques. |
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