METHOD FOR SALES FORECASTING IN BUSINES-TO-BUSINESS SALES MANAGEMENT

摘要

The invention provides a system and method for analyzing data from sales stafffor multiple activebusiness-to-business (B2B) sales opportunities - and generating a salesrevenue forecast, along withadditional valuable information to give the business management insight intofuture potential changes inrevenue. The present invention lets a user define stages of selling progressbased on steps known asCustomer Decision Elements (C D E s) that deliver value to the customer'sdecision-making process, asinput data, as well as the dollar value of the active sales opportunity. Thesales progress in completingthese defined stages is also entered into the system of the present invention.