1. Done by: Brittney Hudson Yanique Stewart
Sales Force Composite
Done by: Brittney Hudson
Yanique Stewart

2. What are Forecasting Techniques?
A planning tool that helps management in its attempts to cope with the uncertainty of the future, relying mainly on data from the past and present and analysis of trends.

3. The Five important forecasting techniques are:
Sales Force Composite
Delphi Method
Consumers Surveys
Jury of Experts
Time Series and Moving Averages

4. The importance's of accurately Forecasting market potential.
Provides the foundation for the entire forecasting process
Assumptions are more important than techniques
Changes in the marketing environment must be considered
Impact of substitute products must be considered
Entire markets can disappear

5. What is Sales Force Composite?
A technique used by production managers to 
project the future demand for a good or service based
on the total amount that each salesperson 
anticipates being able to sell in their region.

6. Characteristics of Sales Force Composite.
Salespeople each estimate their territory
May consult supervisor
Individual forecasts are combined and adjusted for each office
Used by 60-70% of all companies

7. Why choose Sales Force Composite Method ?
Sales representatives are in close contact with their customers and, as a result, are in a position to predict their purchasing plans, needs and attitudes.
Representatives can also furnish up-to-date inputs on the current and expected future tactics of rivals.
Salespeople who call on a moderate number of target customers are more accurate sources of forecasts than those who call on a large group.

8. Example of Sales Force Composite
For example, a sales force composite analysis might be helpful to a manufacturing business deciding how much goods to produce within a given time frame and what amount of raw materials will be needed.

9. Advantages of Sales Force Composite
Salespeople know the actual sales potential in their territories.
Salespeople are closest to the source.
Salespeople accept the forecast because they did it.
Put responsibility for forecasting in the hands of those that can make it happen.

10. Advantages Continued….
Statistical and technical errors are minimized.
Detailed final forecast is done by product, customer, market.
Can be done with little or no data or history.

11. Disadvantages of Sale Force Composite
Salespeople are not trained forecasters.
Salespeople focus on the present. They do not anticipate environmental change.
Salespeople may be too optimistic.
They may go low so that they have an easier time hitting quota.

12. Disadvantages Continued…
Takes time away from selling.
The salespeople may not be that interested. They could do a real sloppy job.

14. THANK YOU FOR
YOUR ATTENTION.