The importance of sales forecasting in establishing marketing strategies
This paper contains a research aiming at identifying the factors that have a significant influence on the sales of a company. Starting from the literature review, we defined a theoretical model by considering along with the causal variables some factors that could lead to the existence of various...
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| Format: | Article |
| Language: | English |
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Transilvania University Press
2016-07-01
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| Series: | Bulletin of the Transilvania University of Brasov. Series V : Economic Sciences |
| Subjects: | |
| Online Access: | http://webbut.unitbv.ro/Bulletin/Series%20V/2016/BULETIN%20I%20PDF/01_Constantin_C.pdf |
| Summary: | This paper contains a research aiming at identifying the factors that have a
significant influence on the sales of a company. Starting from the literature review, we
defined a theoretical model by considering along with the causal variables some factors that
could lead to the existence of various outliers (changes in the level of dependent variable and
seasonal pulse). Using the Multiple Regression we tested the theoretical model and retained
in the analysis only the significant factors, which can help the decision makers to design the
marketing strategies according to the sales’ forecast for the next period of time. |
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| ISSN: | 2065-2194 2065-2194 |