ABSTRACT
The material for sales forecasting is obtained from all three inputs to the system and the forecast also outputs into strategic marketing plans. Three inputs can be seen: marketing research, market intelligence and the internal accounting system. Sales forecasting is a marketing responsibility and from the forecast company plans are prepared. Development of a plan for securing facts or information needed. Execution of the plan by collecting facts or information. Direct interviews are used to obtain descriptive information to establish facts. Unstructured direct interviews can be used for exploratory work to make sure that the final questionnaire will be well structured and relevant to the problem. Many firms working in the industrial sector of the economy in those days could be classified as either product or sales orientated in their approach to business. Political polling firms base results on small representative sample.
