SERVICIO NACIONAL DE APRENDIZAJE SENA

PROGRAMA: TECNOLOGO EN GESTIN DE MERCADOS

TEMA: SALES BUDGET AND PRICE STRATEGY

APRENDIZ:

HENRY WILLIAM FERNANDEZ DE LA ROSA

TUTOR:

SANDRA HUERTAS

2017
SALES FORECASTS

Sales forecasts are indicators of economic-business realities (basically the

situation of the industry in the market and the participation of the
company in that market). The forecast determines what can be sold based
on reality, and the sales plan allows that hypothetical reality to materialize,
guiding the rest of the company's operational plans. The main objective of
the forecasts then becomes the one to become the entrance for the rest of
the operational plans.
SALES FORECAST OR COMPANY DEMAND

It is the sales estimate that a company makes for a given period,

assuming that a certain marketing plan, a market strategy and other
business elements is applied. A prognosis can be expressed in:

Physical or monetary units

Company demand

Market share
The sale of a company
Total market demand
represents the main quality
by which one can measure
the success of it.
SALES FORECAST ANALYSIS
There are two methods by which the analysis can be carried out to
evaluate the prognosis of the sales of a company or organization, proving
which can be successful is, in the future
.

QUALITATIVE METHODS
QUANTITATIVE METHODS
QUANTITATIVE METHODS

Market factor Analysis: The demand for a product is always related to the
behavior of certain market factors. As this is true, we can determine a sales
estimate by studying the factors related to the product.

Direct Bypass method: This is a study of the factors related to a product

and the direct consequences of its use and purchase, determining aspects
such as waste, replacement, break, fashion, etc.

-Correlation analysis: measures the relationship Direct between two data or

market factors, rate 0 (unrelated) to 1 (perfect relationship).

Analysis of market factors: the demand for a product always relates to the
behavior of certain market factors. As this is true, we can determine a sales
estimate by studying the factors related to the product.

Direct Bypass method: This is a study of the factors related to a product

and the direct consequences of its use and purchase, determining aspects
such as waste, replacement, break, fashion, etc.

-Correlation analysis: measures the relationship Direct between two data or

market factors, rate 0 (unrelated) to 1 (perfect relationship).
ANALYSIS OF HISTORICAL SALES AND THE TREND: it is to forecast
considering the sales and demand of the past, considering factors of the
moment. Not necessarily the prognosis is positive.

QUALITATIVE METHODS:

EXECUTIVE JUDGEMENT

It is based on the intuition of one or more experienced executives in relation

to products of stable demand. Its drawback is that it is based
only on the past and is influenced by recent events.

CUSTOMER FORECAST SURVEY

Customer forecast survey useful for companies with few customers. They
are asked what type and quantities of products they intend to buy for a
certain period. Industrial customers tend to give more accurate estimates.
These surveys reflect the buying intentions, but not the actual purchases.
 ANALYSIS

Based on the historical sales

reflected in the table shown can be
determined by the qualitative
method that the company is
successful because after each fall,
returns with a boost that improves
performance up to twice in
relation to the figures Previous.
SALES BUDGET GRUPO FERROSA