Sales forecasting techniques may be categorized as follows:- 1. Historic Estimate 2. Sales Force Estimate 3. Trend Line (or Time Series Analysis) Technique 4. Market Survey 5. Delphi Method 6. Judgmental Techniques 7. Prior Knowledge 8. Forecasting by Past Average 9. Forecasting from Last Period's Sales 10. Forecasting by Moving Average and Few Others. Technique # 1. Historic Estimate: This [...]
The various functions of sales department are: 1. Market Research 2. Advertising 3. Sales Correspondence 4. Sales 5. Service 6. Packaging 7. Warehouse. Function # 1. Market Research: It means study of market, which includes forecasting, intelligence and statistics. It is an important factor for the sale of products. Failure to do this accurately may lead to the production of [...]
After reading this article you will learn about:- I. Sales Manager II. Salesman III. Sales (Market) Inspectors IV. Sales Agents or Dealers V. Packers VI. Estimators. I. Sales Manager: The head of the sales department is known as sales manager and must have the following essential qualities: (a) He must be a good judge of human nature, a good 'mixer' [...]