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LinkedIn Learning

Sales Forecasting

via LinkedIn Learning

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Overview

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Discover how to create and manage effective sales forecasts. Learn why forecasting is critical, and how to use qualitative and quantitative methods to project sales.

Syllabus

Introduction
  • Sales forecasting impacts everything
1. Understanding Sales Forecasting
  • What is sales forecasting?
  • Why sales forecasting is important
  • Understand the sales forecasting process
2. Preparing for Sales Forecasting
  • Define your market category
  • Understand market dynamics
  • Select a forecasting technique
3. Using Quantitative Forecasting
  • Collect data
  • The rollover technique
  • Moving averages
  • Smoothing
4. Using Qualitative Forecasting
  • Using estimates from customers
  • Use estimates from sales reps and distributors
  • Use a panel of experts
  • Forecasting in the new world of work
Conclusion
  • Sales forecasting is about conversations

Taught by

Drew Boyd

Reviews

4.7 rating at LinkedIn Learning based on 1121 ratings

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