About this document
Sales Forecasting and Quota Management by Kunal Saini is a document available to read on EtoBox.
The document discusses sales forecasting, which involves estimating future sales based on factors like market demand, sales approaches, and forecasting methods. It explains that sales forecasts are used to plan production, finance, purchasing, and staffing. Two common forecasting approaches are top-down, which estimates market potential and company share, and bottom-up, which builds forecasts from sales representatives. Methods include surveys, sales force composites, expert opinions, market tests, and past
- Author
- Kunal Saini
- Language
- EN