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Printable Handouts
Navigable Slide Index
- Introduction
- Qualitative forecasting - introduction
- Definition of qualitative forecasting
- When to use qualitative forecasting
- Providers of qualitative forecasting
- Advantages of qualitative forecasting
- Problems of qualitative forecasting (1)
- Problems of qualitative forecasting (2)
- Summary advantages and problems
- Techniques and tools - jury of executives
- Techniques and tools - Delphi method
- Techniques and tools - sales force composite
- Sales force composite
- Importance of forecasting in salesperson job
- Training and feedback
- Minimize game playing
- Focus on adjustments
- 80/20 rule
- Talk summary
- References
Topics Covered
- Introduction qualitative forecasting
- Process of turning experience in forecast Forecasting and new products
- Predict changes
- Jury of executive opinion
- Delphi method
- Sales force composite
- Qualitative techniques and tools
- Salesforce composite forecasting
- Salesperson's job
- Keys to maximizing value
- Summary
Talk Citation
Estampe, D. (2010, July 28). The role of the sales organization in predicting demand: Qualitative Sales Forecasting [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved August 31, 2024, from https://doi.org/10.69645/GCNJ2276.Export Citation (RIS)
Publication History
The role of the sales organization in predicting demand: Qualitative Sales Forecasting
Published on July 28, 2010
17 min
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