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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Bibliographic Details
Main Author:	Cristinel CONSTANTIN
Format:	Article
Language:	English
Published:	Transilvania University Press 2016-07-01
Series:	Bulletin of the Transilvania University of Brasov. Series V : Economic Sciences
Subjects:	marketing strategies sales forecasting Multiple Regression Dummy variables
Online Access:	http://webbut.unitbv.ro/Bulletin/Series%20V/2016/BULETIN%20I%20PDF/01_Constantin_C.pdf

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spelling	doaj-3ae72841010d480cb7b31ecc03f70e512020-11-24T21:18:47ZengTransilvania University PressBulletin of the Transilvania University of Brasov. Series V : Economic Sciences2065-21942065-21942016-07-019(58)138The importance of sales forecasting in establishing marketing strategies Cristinel CONSTANTINThis 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.http://webbut.unitbv.ro/Bulletin/Series%20V/2016/BULETIN%20I%20PDF/01_Constantin_C.pdfmarketing strategiessales forecastingMultiple RegressionDummy variables
collection	DOAJ
language	English
format	Article
sources	DOAJ
author	Cristinel CONSTANTIN
spellingShingle	Cristinel CONSTANTIN The importance of sales forecasting in establishing marketing strategies Bulletin of the Transilvania University of Brasov. Series V : Economic Sciences marketing strategies sales forecasting Multiple Regression Dummy variables
author_facet	Cristinel CONSTANTIN
author_sort	Cristinel CONSTANTIN
title	The importance of sales forecasting in establishing marketing strategies
title_short	The importance of sales forecasting in establishing marketing strategies
title_full	The importance of sales forecasting in establishing marketing strategies
title_fullStr	The importance of sales forecasting in establishing marketing strategies
title_full_unstemmed	The importance of sales forecasting in establishing marketing strategies
title_sort	importance of sales forecasting in establishing marketing strategies
publisher	Transilvania University Press
series	Bulletin of the Transilvania University of Brasov. Series V : Economic Sciences
issn	2065-2194 2065-2194
publishDate	2016-07-01
description	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.
topic	marketing strategies sales forecasting Multiple Regression Dummy variables
url	http://webbut.unitbv.ro/Bulletin/Series%20V/2016/BULETIN%20I%20PDF/01_Constantin_C.pdf
work_keys_str_mv	AT cristinelconstantin theimportanceofsalesforecastinginestablishingmarketingstrategies AT cristinelconstantin importanceofsalesforecastinginestablishingmarketingstrategies
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The importance of sales forecasting in establishing marketing strategies

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