Sales Forecasting is an essential tool used for business planning, marketing and general management decision making. It is the estimation of sales of the enterprise on the basis of sales records in the past, present circumstances and future expectations. It can also help to drive sales revenue, improve efficiency, increase customer retention and reduce costs. Following are some of the definitions given by different scholars on ‘Sales Forecasting’:
- William Lazer: “Sales forecasting is the focus of integrative planning”.
- Philip Kotler: “The Company Forecast is the expected level of company sales based on a chosen marketing plan and assumed marketing environment”.
- Cundiff and Still: “Sales forecast is an estimate of sales during a specified future period which estimate to a proposed marketing plan and which assumes a particular set of uncontrollable and competitive forces”.
- American Marketing Association: “Sales forecast is an estimate of sales in dollars or physical unit for a specified future period under a proposed marketing plan or programme and under an assumed set of economic and other forces outside the unit for which the forecast is made. The forecast may be for a specified item of merchandise or for the entire line.”
- E. Sultan: “Business forecasting is the calculation of probable event to provide against the future. It therefore, involves a look ahead in business an idea of pre-determination of events and then financial implications as in the case of budgeting.”
- Matthew, Buzzles, Lovitt, Frank: “A sales forecast is an estimate of sales of a company’s product that are expected to be achieved during a given future period, in a given place”.
Objectives of Sales forecasting
The objectives of Sales Forecasting can mainly be divided into two parts (I) Short-term Objectives and (II) Long-term Objectives. The details in this regard are as follows:
Short-term Objectives (Usually for a period of time less than a year)
Determination of Suitable Production Policy
By suitable production policy, the problem of under-production or over-production may not arise in the business enterprise and the production may be made in accordance with the needs and wants of the customers.
Regular Supply of Raw-materials
For the profit maximization and customer satisfaction, the proper supply of goods & services is necessary. Hence, by proper sales forecasting, the regular supply of raw-materials at right time, at right place and at right quantity is very necessary for smooth production and for controlling the costs of production of an enterprise.