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SALES FORECASTING

2016-2017

IESEG School of Management ( IÉSEG )

Code Cours :

1617-IÉSEG-MA4S1-MKT-MA-EI103E

MARKETING


Niveau Année de formation Période Langue d'enseignement 
Master GE4S1English
Professeur(s) responsable(s)R.CHUMPITAZ
Intervenant(s)R.CHUMPITAZ


Pré requis

Students should be knowledgeable about basic concepts in statistics and econometric (correlation, regression analysis, etc.). Soe knowledge of SPSS package is also recommended.

Objectifs du cours

1. Have a deeper understanding of the different forecasting techniques availables;
2. Understand the use of these different forecasting techniques for sales and business forecasting;
3. Identify the relevant statistical forecast technique to perform;
4. Apply the different forecast techniques and interpret the results of statistical output

Contenu du cours

The course of Sales Forecasting focuses on three main forecasting techniques: Holt's Method, Winter's Method and Box-Jenkins (ARIMA) Methodology. Students will learn when and how to use these different forecasting techniques for sales.
To get acquainted to this, students will perform several exercices in class using the data analysis software SPSS, and solve a challenging business case in groups based on real-life data (group project).


Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class8,00  
Tutorials8,00  
Independent work
Reference manual 's readings10,00  
Independent study
Group Project10,00  
Charge de travail globale de l'étudiant36,00  

Méthodes pédagogiques

  • Tutorial
  • Presentation
  • Interactive class
  • Case study
  • Coaching


Évaluation

Students will be evaluated based on:
- In-class exercices done during each course session
- Group project: students will apply the several forecasting techniques of real business data. Deliverables include a written management report

Type de ContrôleDuréeNombrePondération
Continuous assessment
Participation16,00110,00
Others
Case study4,00430,00
Group Project10,00160,00
TOTAL     100,00

Bibliographie

  • John E. Hanke and Dean W. Wichern (2009), Business Forecasting", Pearson -




 
* Informations non contractuelles et pouvant être soumises à modification
 
 
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