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Sales Forecasting - Existing Business

 

Sales revenues from the same month in the previous year make a good base for predicting sales for that month in the succeeding year. For example, if the trend forecasters in the economy and the industry predict a general growth of 4% for the next year, it will be entirely acceptable for you to show each monthıs projected sales at 4% higher than your actual sales the previous year. Credible forecasts can come from those who have the actual customer contact. Get the salespersons most closely associated with a particular product line, service, market or territory to give their best estimates. Experience has proven the grass roots forecasts can be surprisingly accurate.

 

 

 

 

 

 

 

 

 

 

 

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Keith Anderson, BComm, CA-IT Copyright September 9, 1999 Last Modified :07/29/10 09:17 AM