This class exists in these courses :
• IÉSEG > IESEG Degree - Programme Grande École > Semester 1 > 2,00 ECTS
• IÉSEG > IESEG Degree - Programme Grande École > Semester 2 > 2,00 ECTS

Prerequisites

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

Learning outcomes

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

Course description

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).

Class type

Class structure

Teaching methods

• Case study
• Coaching
• Interactive class
• Project work
• Tutorial

Assessment

Recommended reading

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

Internet resources

• The course website will be used to make the slides of the course, class exercises, and materials for the group project available to the students.