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Sales Force Composite Method

This document describes the sales force composite method for sales forecasting. Under this method, sales representatives in each territory estimate sales for an upcoming period based on their knowledge of customer demand trends. All sales force estimates are then processed and integrated to form an overall sales volume forecast for the whole market and period. This method relies on judgments from sales representatives across multiple territories rather than just top executives. It provides a grassroots-level forecast by first estimating territorial sales and then aggregating them to the overall company level forecast.

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282 views2 pages

Sales Force Composite Method

This document describes the sales force composite method for sales forecasting. Under this method, sales representatives in each territory estimate sales for an upcoming period based on their knowledge of customer demand trends. All sales force estimates are then processed and integrated to form an overall sales volume forecast for the whole market and period. This method relies on judgments from sales representatives across multiple territories rather than just top executives. It provides a grassroots-level forecast by first estimating territorial sales and then aggregating them to the overall company level forecast.

Uploaded by

rohan kumar
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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SALES FORCE COMPOSITE METHOD.

Under this method, salesmen, or intermediaries are required to make out


an estimate sales in their respective territories for a given period. Salesmen
are in close touch with the consumers and possess good knowledge about
the future demand trend. Thus all the sales force estimates are processed,
integrated, modified, and a sales volume estimate formed for the whole
market, for the given period.

This method is based on the judgments but is different from the jury and
survey of expert’s opinions method. The difference is while both the
methods depend on the judgments made by a few top executives, the sales
force composite methods encompasses the aggregate judgments of the
entire sales force. This method is considered to be the grass-root level
method, where the forecast for the territorial sales is made first, and then
the overall company’s sales forecast is made on this basis.

When companies have a product that is sold by sales agents in specific


territories, it is not uncommon for them to seek the opinions of their sales
representatives or branch/territory managers in developing forecasts for
each product line. In fact, sales representatives ‘opinions can be quite
useful, since they are generally close to the customer, and may be aBle to
provide useful insights into purchase intent. Essentially, these companies
have their agents develop forecasts for each of the products they sell within
a territory. The added benefit of this approach is that a company can
develop a forecast for the entire market, as well as for individual
territories.
When CCE discovered its field sales representatives were spending too much time on
administrative tasks – rather than spending time with the customers and selling their products 

CCE uses Salesforce across multiple geographies and multiple business functions. From the
call centre agent to the service technician and the sales representative, Salesforce connects
people and information to deliver a better customer experience

With the support of a new mobile app developed on Service Cloud and the Salesforce Platform,
CCE has been able to accelerate a new revenue stream. As Cetin explains: “The app makes it
easier and quicker for service technicians to retrieve their work schedules and log activity
updates in real time, which means they can respond to more customer requests in the same
timeframe. This is a crucial capability as CCE expands its Equipment Service offering to a
broader customer base.”

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