https://www.baidu.com/s?ie=UTF-8&wd=%E7%91%9E%E5%85%8B%E4%B8%8E%E8%8E%AB%E8%92%82%E7%AC%AC%E4%B8%80%E5%AD%A3Where do the numbers comefrom?
Sales has a short termperspective
Marketing has a long termperspective
Forecasting terms:
Market potential
Market forecast
Sales potential
Sales forecast
Quota
FORECASTING METHODOLOGIES
SECONDARY DATA
PRIMARY DATA
SUBJECTIVE/QUALITATIVE:
Jury of Executive Opinion
Sales force composite
Focus groups
OBJECTIVE/QUANTITATIVE:
Buyer surveys
Test markets
Time series
QUOTA PURPOSE:
Incentives
Evaluation
CHARACTERISTICS OF GOOD QUOTAS:
Attainable
Easy to Understand
Complete
Timely
Not easy to manipulate
QUOTA TYPES:
Activity
Sales volume ($ and/or units)
