As per the lecture in the class today, the qualitative methods are the most important and frequently used tools followed in the corporates in their sales forecast. Generally they consider their last months sales as the benchmark and then try to forecast their sales for the current month. The companies give their targets on the basis of what that person or team has achieved in the last month. If u achieve the target of Rs 5 lac, u get a target of Rs 7 lac this time. The basis has not much to be discussed . The general feeling is that if the person has done this time, then he/she can do this time too.
This thing is called the sales quota that sir was discussing in the class today.
What i have in mind is though managers are using qualitative techniques, these are not accurate. For companies to be successful must use the quantitative techniques. We all have an experience of taking decision both with and without calculations in the business simulation. Ankush sir too discussed that time is changing in India. People are going more of the quantitative ways now-a-days.
ReplyDelete