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Sales Forecasting

Introduction

Welcome
What you should know before watching this course
How to use exercise files

1. Understanding Sales Forecasting

What is sales forecasting?
Why sales forecasting is important
Understand the sales forecasting process

2. Preparing for Sales Forecasting

Define your market category
Understand market dynamics
Select a forecasting technique

3. Using Quantitative Forecasting

Collect data
Understand the rollover technique
Understand moving averages
Understand smoothing

4. Using Qualitative Forecasting

Use estimates from customers
Use estimates from sales reps and distributors
Use a panel of experts

Conclusion

Next steps

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