# mrSess_33-34

Document Sample

```					Welcome
friends
Market & sales analysis research
Introduction
Market potential analysis
Sales forecasting
Qualitative forecasting methods
Quantitative forecasting method
Sales analysis
Introduction
 Market research forms one of the major
function of the MR department.
 It includes market potential analysis & sales
forecast.
 These forecasting are crucial to all other
departments for planning, production,
ordering raw material, fixing price,
promotional, scheduling the inventory &
assessing the cash-flow.
Market Potential Analysis
 Market potential analysis refers to
studies that seek to determine the sales
potential for individual markets.
 It sometimes used interchangeably with
the term sales analysis.
 There are two different assumptions:
1- Market Potential is not absolute &
depends on the appropriate
concerning products substitutes can
Market Potential Analysis
 Use of market potential:
- Allocation of resources
 Structuring sales territories
 Setting sales quotas
 Methods of measuring market potential:
- Direct data method
- Corollary data method
Sales forecasting
 It is one of the most   Techniques:
important activity of    Qualitative:
 Many decisions            in nature used for long
depends on it, i.e.-      range strategic planning.
production &             Quantitative:
inventory                 mathematical in nature,
scheduling,               used for short range
manpower planning,        strategic planning.
raw material
outlays, sales force      Relationships: Used
expenditures, cash-       for variety of planning
flow management.          situations & helpful in
middle level planning.
Qualitative forecasting methods
Qualitative methods aren’t based
exclusively on any mathematical
model, even hey are based on
judgment, opinion etc.
There are some qualitative forecasting
methods are:
1- Delphi Method,
2- Nominal group techniques.
Quantitative forecasting method
 Quantitative forecasting uses a
mathematical methodology to find & utilize
the relationships between demand &
variables.
 There are methods for forecasting i.e.-
1- Simple Moving Average
2- Weighted Moving Average
3- Exponential Smoothing
Sales Analysis
It is defined as the collection,
classification, comparison & evaluation
of an organization’s sales figures.
Sales figures are the most immediately
visible & available means for judging
how well an organization is performing.
The process of sales analysis is
normally initiated with a study of the
total sales volume.----
Sales analysis
 The total sales volume can be
categorized on the basis of territorial
sales & can be subdivided on the basis
of sales persons.
 Sources of sales information
 Sales analysis by territory
 Sales analysis by sales representative
 Sales analysis by product
 Sales analysis by customer & order size.
Thanks
By: Sandeep Saxena
Faculty member marketing