Effective Sales Forecasting

3 Credits: Finance


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Effective Sales Forecasting

Course Level
CPE Credits

3 Credits: Finance

Course Description

The most successful organizations have a strong sales forecasting function, which allows them to precisely design their operations to match expected sales levels. In the Effective Sales Forecasting course, we discuss how to construct a robust forecasting system. Topics covered include the drivers of forecast accuracy, the forecasting process, sales forecasting techniques, detecting cresting sales, structural improvements to the process, related Excel tools, and how to measure forecast effectiveness.

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Learning Objectives

Upon successful completion of this course, participants will be able to:

  • Identify the problems associated with sales forecasting.
  • Specify the advantages and disadvantages of each approach to sales forecasting, as well as the situations in which each one works best.
  • Identify the forecasting method in which a smoothing constant is used.
  • Recall the information revealed by the correlation coefficient.
  • Identify the different methods that can be used to expand sales.
  • Recall the impacts of constraints on projected sales.
  • Specify the structural improvements that can be applied to the sales forecasting process.
  • Specify the forecast modeling options available within Excel, and the information they provide.
  • Specify how forecasting error information is used.
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Course Specifics

Course ID
Revision Date
February 22, 2024

There are no prerequisites.

Advanced Preparation


Number of Pages

Compliance Information

NASBA Provider Number: 103220

CMA Notice: Western CPE makes every attempt to maintain our CMA CPE library, to ensure a course meets your continuing education requirements please visit Insitute of Management Accountants (IMA)

CFP Notice: Not all courses that qualify for CFP® credit are registered by Western CPE. If a course does not have a CFP registration number in the compliance section, the continuing education will need to be individually reported with the CFP Board. For more information on the reporting process, required documentation, processing fee, etc., contact the CFP Board. CFP Professionals must take each course in it’s entirety, the CFP Board DOES NOT accept partial credits for courses.

Meet The Experts

Steven M. Bragg, CPA, is a full-time book and course author who has written more than 300 business books and courses. He provides Western CPE with self-study courses in the areas of accounting and finance, with an emphasis on the practical application of accounting standards and management techniques. A sampling of his courses include the The New Controller Guidebook, The GAAP Guidebook, Accountants’ Guidebook, and Closing the Books: An Accountant’s Guide. He also manages the Accounting Best Practices podcast. Steven has been the CFO or controller of both public and private companies and has been a consulting manager with Ernst & Young and …