earticle

영어

Modern enterprises, fundamental conditions for its maintenance and growth lie in selling, and in particular, their managerial strategies begin at forecasting sales potential in term of quantities, qualities and timing. Thus, the establishment of methodological model in demand forecasting constitutes a basis for scientific management. Demand forecasting consists of a preparatory procedure and a regular procedure. There are three steps to be taken in a preparatory procedure of demand forecasting. First, a demand analysis should be made on the basis of knowledges and data involved in the relationship between the demand and its determining elements. Second, market structure and the developing processes of its scale should be analized through necessary data and with abundant insights on the future. Third, a forecasting plan should be established for the sake of main forecasting process of demand. There are also three steps to be taken in a regular procedure of demand forecasting for decision making. First, information be provided and classified by internal and external data. Second, information classification be made by moving average, summation and seasonal adjustment modle. Finally information interpretations be made. Therefore, a rational decision making for demand forecasting can be made with this result stemmed from such mathematical information interpretations.