5.02 Sales Forecasting

A point of reference

• Inventory

• Objective

• Benchmark

• Segment

1.    One of the groups into which the total market is divided; also known as market segment

• Inventory

• Objective

• Benchmark

• Segment

Neutral; unbiased

• Inventory

• Objective

• Benchmark

• Segment

The goods a business has in stock

• Inventory

• Objective

• Benchmark

• Segment

Prejudice

• Periodical

• Strategic

• Fair

• Bias

A magazine or newspaper

• Periodical

• Mass media

• Sales quotas

• Sales forecast

Sources of information that reach large audiences; television, books, magazines, newspapers, radio, movies, and the Internet

• Periodical

• Mass media

• Sales quotas

• Sales forecast

1.    A prediction of future sales over a specific period of time

• Periodical

• Mass media

• Sales quotas

• Sales forecast

Specific selling goals set for members of the sales force

• Periodical

• Mass media

• Sales quotas

• Sales forecast

1.    : An estimate of income and expenses for a particular period of time

• Budget

• Business plan

• Strategic plan

• Product life cycle