Objectives, Methods, and Application of Sales Forecasting

This book offers a fresh perspective on the development of sales forecasts in terms of quantity and value. Intended for managers, sales managers, and management controllers alike, it places the issue of organizational performance and the methods for achieving it at the heart of the challenge of sales forecasting within a company. It defines the concept of sales forecasting, traces its origins and evolution, provides tools for modeling sales forecasts, and finally explores the practical application of sales forecasting. In doing so, it distances itself from the traditionally standardized view of the discipline. This discipline has, in fact, evolved significantly in recent years, and every day we increasingly recognize, within a group like ours, the influence of sales forecasting on strategic management, decision-making, and team motivation. The author greatly appreciated that sales forecasting was approached from the perspective of its managerial utility while also allowing professionals to familiarize themselves with the toolkit specific to the function.