chap 4 sales info
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SELLINGTRANSCRIPT
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Copyright 2011 Oxford University Press Chapter 4: Managing Sales Inforation
Chapter 4
Managing Sales Information
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Copyright 2011 Oxford University Press Chapter 4: Managing Sales Inforation
!ar"eting de#ision s$pport syste
% an M&SS is an ongoing f$t$re%oriented inforation str$#t$re designed
to #olle#t' #ollate' #ategori(e' edit' store' and retrieve inforation on
deand to aid de#ision a"ing in an organi(ation)s sales and ar"etingprograe
Market demand forecasting
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Copyright 2011 Oxford University Press Chapter 4: Managing Sales Inforation
MDSS
TRANSACTIONAL SYSTEMS USERS
Marketing decision support system
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Copyright 2011 Oxford University Press Chapter 4: Managing Sales Inforation
Forecasting process
*he fore#asting pro#ess is defined as the series of de#isions anda#tions ta"en +y a +$siness organi(ation in:
identifying the fore#asting o+,e#tives
deterining the independent anddependent varia+les
developing a fore#asting pro#ed$re
$sing the availa+le data in the
sele#ted ethod to estiate the sales inf$t$re
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Copyright 2011 Oxford University Press Chapter 4: Managing Sales Inforation
&evelop fore#asting
pro#ed$re
Forecasting process contd.
Sele#t fore#asting
analysis ethod
Coprehend total
fore#asting pro#ed$re
Colle#t' #ollate'
gather and analy(e
data
&eterine
independent and
dependent varia+les
Present all the
ass$ptions a+o$t
data
-ore#ast o+,e#tives
.val$ate perforan#eres$lts against the
fore#asts
Ma"e and finali(e
the fore#ast
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/$alitative ethods
.xpert
opinion
S$rvey of
+$yer)s
expe#tation
Sales for#e
#oposite
&elphi
te#hni$e
istory analogy
/$antitative ethods
*est ar"eting a3ve ethod *rend ethod
Moving average egression
ethod
.xponential
soothening
Popular methods in forecasting