Day: December 9, 2021

TECHNIQUES OF FORECASTING There are two basic techniques: Objective / Quantitative methods: – these are of a mathematical or statistical nature; Subjective / Qualitative methods: – Are based on experience, judgment and intuition rather than on quantitative analysis. Techniques of Read More …

Factors to consider in Sales Forecasting Historical Perspective – As a starting point, management analyzes previous sales experience by product lines, territories, classes of customers, and other relevant details. Management needs to consider a time line long enough to detect Read More …

SALES FORECASTING AND PLANNING Sales Forecasting Sales forecasting is the prediction of future performance based on available information about past performance. This forecast is done for a particular period of a time in the near future, usually the next fiscal Read More …

DUTIES AND RESPONSIBILITIES OF SALE MANAGERS Environmental analysis and marketing research-this usually involves monitoring and adapting to external factors that affect success or failure such as the economy and competition and  collecting data to resolve specific marketing issues. Broadening an Read More …

INTRODUCTION TO SALES MANAGEMENT NATURE OF SALES MANAGEMENT Originally, the term ‘sales management’ referred to the direction of sales force personnel. But, it has gained a significant position in the today’s world. Now, the sales management meant management of all Read More …