Developing a Sales Forecast



1. Provide a summary of typical individuals, companies, or organizations that are likely prospects for your
product/service offering as described in the market profile already prepared. ask yourself such questions
as: How old would these customers be? Where do they live? In what types of activities would they participate?
What primary benefits are they looking for in my product/service?
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2. How many of the people or organizations you have described are good prospects are in your trading area?
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3. Describe how you feel these individuals/organizations would go about deciding whether to purchase your
product/service rather than a competitor’s offering. Would these potential customers be principally concerned
with price, convenience, quality or some other factor?
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4. How often would prospective buyers purchase your product/service? Daily?Weekly? Monthly?
where would they look for it or expect to buy it? What kind of seasonal trends or other patterns would influence
sales? How will holidays/special events affect sales patterns within a month/year?

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5. How much (in $/units) would a typical customer purchase on each buying occasion?

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6. How would your customers likely hear about your product/service? Newspapers/TV/radio/word of mouth/
sales people/middlemen?

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7. From the above information, estimate your expected annual sales in terms of dollars/units
by month for the first year of operation.

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copyright 2001 Karen E.Hamilton