By the end of this course, you will be able to
Understand what sales forecasting is, its importance, and its benefits in sales and marketing departments, various departments, and general management of the company.
Understand the different methods of sales forecasting, how to apply them, and the advantages and disadvantages of each of these methods. Apply quantitative and qualitative forecasting methods.
Understand how to combine more than one method to obtain the highest degree of accuracy in sales forecasting.
Use Excel to analyze data and extract reports related to sales forecasting.
Course details
- 1 h 52 m/32 lessons
- Last updated: 2/6/2024
- Course completion certificate
Course Content
Forecasting Definition
Sales Forecasting Definition
Example 1 of Using Excel in Trend
Sales Forecasting - Biography
Sales Forecasting Objectives
Sales Forecasting Definition
Sales Forecasting Benefits
Sales Forecasting Patterns
Sales Forecasting Methods
Forecasting Definition
Naive
Moving Averages (MA)
Moving Averages (MA) - Solution of Exercise
Weighted Moving Average (WMA)
Weighted Moving Average (WMA) - Solution of Exercise
Exponential Smoothing
Exponential Smoothing - Example
Exponential Smoothing - Solution of Exercise
Trend Projection
Example 1 of Using Excel in Trend
Example 2 of using Excel in Trend
Example 3 of Using Excel in Trend
Example 4 of Using Excel in Trend
Exercise of using Excel in Trend
Excel Trend Exercise Solution
Qualitative Forecasting Definition
Qualitative Methods - Jury of Executive Opinion
Qualitative Methods - Delphi Method
Qualitative Methods - Sales Force Composite
Qualitative Methods - Market Survey
Excel Templates of Qualitative Forecasting
Case Study - Quantitative Forecasting - Trend
Case Study Solution - Quantitative Forecasting - Trend
Case Study - Qualitative Forecasting
Final Case Study
About this course
This course delves deep into the art of predicting future sales for businesses, offering a rich understanding of various forecasting methods crucial for strategic decision-making. It goes beyond guesswork, employing meticulous processes grounded in diverse methodologies. Covering data analysis, statistical modeling, and both quantitative and qualitative forecasts, the course explores the strengths and limitations of each method. You will explore five quantitative methods like Exponential Smoothing, and four qualitative methods including Sales Force Composite. Abundant examples and exercises facilitate learning. Additionally, you will discover how to combine methods for precise forecasts and leverage Excel for practical applications. The course concludes with a hands-on case study, integrating essential methods for a refined sales forecast, equipping participants to confidently address real-world challenges.
Course requirements and prerequisites
Excel basics to understand how to apply sales forecasting to Excel.
Mentor
Zakaria Ibrahim
Management Consultant & Trainer
2,911 Learners
2 Course