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    Sales Forecasting Using Regression Analysis

    Uploaded by

    Mukesh Kumar

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    Sales Forecasting Using Regression Analysis

    Uploaded by

    Mukesh Kumar
    15 views2 pages

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    © © All Rights Reserved

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    Copyright:

    © All Rights Reserved
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    Download as docx, pdf, or txt
    15 views2 pages

    Sales Forecasting Using Regression Analysis

    Uploaded by

    Mukesh Kumar

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    of 2

    SALES FORECASTING USING REGRESSION ANALYSIS

    CASE 1

    A Consumer Durable producer desires to build a practically implementable Sales Forecasting


    Model that would enable the firm to forecast Sales of its products Territory-wise on a
    monthly basis based on its Causative variables. For this purpose, they have conducted a
    suitable research.Initialy, a preliminary research was conducted and a detailed set of
    Territory specific parameters that could have an impact on Sales were identified. These
    were :

    a) Market Potential

    b) Number of Dealers

    c) Number of Sales Staff

    d) Competitor Activity measured on a 5 point scale (1= V Low; 5= V High)

    e) Number of Service Staff

    f) Existing Customer Base.

    Historical data was collected on Sales and the above variables month-wise and territory-
    wise as attached. A data extract of this research is provided below for your analysis.

    Case questions :

    Draw a sales model for the upcoming quarter putting values as,

    a) Market Potential = 140

    b) Number of Dealers = 43

    c) Number of Sales Staff = 13

    d) Competitor Activity measured on a 5 point scale = 4

    e) Number of Service Staff =21

    f) Existing Customer Base. = 136


    Data file

    Comp_ac Cust_bs
    Sales Mkt_potl Dlrs Slsstaff t Service_stf e
    5 25 1 6 5 2 20
    60 150 12 30 4 5 50
    20 45 5 15 3 2 25
    11 30 2 10 3 2 20
    45 75 12 20 2 4 30
    6 10 3 8 2 3 16
    15 29 5 18 4 5 30
    22 43 7 16 3 6 40
    29 70 4 15 2 5 39
    3 40 1 6 5 2 5
    16 40 4 11 4 2 17
    8 25 2 9 3 3 10
    18 32 7 14 3 4 31
    23 73 10 10 4 3 43
    81 150 15 35 4 7 70

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