What Are Some of the Considerations to Keep in Mind

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The Answer is There are several considerations one must keep in mind when developing a sales forecast. First, a product's potential may be extremely high, but sales may not materialize due to insufficient marketing effort. Advertising may not adequately create awareness, or inadequate distribution may make the product unavailable to much of the market. The A-T-A-R model will help us adjust sales forecasts based on awareness and availability. Second, sales will grow through time if we successfully get customers to try the product and convert many of these customers into repeat purchasers, if they pass along favorable word of mouth to their friends, if greater demand encourages more dealers to stock the product, and so on. After this growth period, sales will eventually stabilize. Thus, we will be interested in developing projections of long-run sales or market shares. Third, we should recognize that our product's sales will depend on our competitors' strategies and programs as well as our own.

What Are Some of the Considerations to Keep in Mind

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What Are Some of the Considerations to Keep in Mind

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