Modelling Sales

Abstract

This paper is concerned with some aspects of direct and indirect sales rates of products, and with a model based on the sales matrix. The purpose of this consideration is to determine, through indirect sales rates, the structure of sales and to construct a model which may be used for planning and forecasting goals. In other words, by means of the sales matrix, or a model based on it, we can estimate the future sales movements. This can be done either from the assumption that past relations will be kept approximately in the same proportions, or that they will change in the future. In each case all the changes can be described through the system based on the sales matrix.

Keywords:

• sales