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4.3 Sales forecasting (HL only)

4.3 Sales forecasting (HL only)

Learning outcomes

Sales forecasting is a quantitative technique used to predict a firm’s level of sales revenue over a given time period. Businesses are keen to understand the latest and expected market trends in the industry and the underlying reasons for these developments. It is a necessary tool that can be used to help all aspects of an organization’s operations.

The learning outcomes (or assessment objectives) for this section of the IB Business Management syllabus are:

  • Up to four-part moving average, sales trends and forecast (including seasonal, cyclical and random variation) using given data (AO4)
  • The benefits and limitations of sales forecasting (AO3)
InThinking Business Management resources

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