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Instructor
Madhu Bhaita, Instructor - Sales Forecasting

Madhu Bhaita

Has 12 Years of diverse experience with Investment banks as well as BIG 4. Madhu provides advisory services to SME & MSMEs in the areas of corporate finance, strategic planning, capital structure, working capital management, and MIS reporting. She holds a MBA in Finance from IBS.

Instructor: Madhu Bhaita

This course will help you understand what sales forecasting is and how to select the right forecasting techniques.

    • Understand what sales forecasting is
    • Step by step to create a sales forecast
    • Instructor holds an MBA and has 12 years of experience working with investment banks and BIG 4 firms.

Duration: 3h 7m

Course Description

This course will help you understand what sales forecasting is and how to select the right forecasting techniques.

What am I going to get from this course?

  • Understand what sales forecasting is
  • Step by step to create a sales forecast
  • Qualitative and quantitative forecasting methods
  • How to select the right forecasting techniques
  • Methods to forecast sales 

Prerequisites and Target Audience

What will students need to know or do before starting this course?

  • Basic understanding of marketing 
  • Basic math skills
  • Basic Knowledge of Excel

Who should take this course? Who should not?

  • Marketing professionals
  • Sales Professionals
  • Business owners
  • Anyone who wish to understand sales forecasting

Curriculum

Module 1: Introduction

Lecture 1 What is Sales Forecasting
Lecture 2 Importance of Sales Forecasting
Lecture 3 Essentials of Sales Forecast
Lecture 4 Areas that Benefits Sales Forecasting

Module 2: Factors that impact Sales forecast

Lecture 5 Factors that impact Sales forecast

Module 3: Preparing the Sales Forecast

Lecture 6 Preparing the Sales Forecast
Lecture 7 Market Dynamics
Lecture 8 Assumptions Inherent in Forecast

Module 4: Quantitative Forecasting

Lecture 9 Quantitative Forecasting
Lecture 10 Data Collection
Lecture 11 Rollover Technique
Lecture 12 Moving Averages
Lecture 13 Understanding Smoothing
Lecture 14 Casual Models

Module 5: Qualitatiive Forecasting

Lecture 15 Qualitatiive Forecasting
Lecture 16 Expert Opinion
Lecture 17 Estimates From Customers
Lecture 18 Historical Analogy
Lecture 19 Delphi Method
Lecture 20 Which Technique to Select

Module 6: Methods

Lecture 21 Method I _ Part I
Lecture 22 Method I _ Part II
Lecture 23 Method II_Part I
Lecture 24 Method II_Part II
Lecture 25 Method II_Part III
Lecture 26 Method III
Lecture 27 Method IV
Lecture 28 Method V_Part I
Lecture 29 Method V_Part II
Lecture 30 Method V_Part III

Module 7: Steps in Sales Forecast

Lecture 31 Steps in Sales Forecast
Lecture 32 Case Study I
Lecture 33 Case Study II

Module 8: Conclusion

Lecture 34 Conclusion
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