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2021 | OriginalPaper | Chapter

Sales Forecasting Difficulties’ Analysis on Colombian Direct Sales Companies

Authors : Carlos A. Castro-Zuluaga, Mariana Arboleda

Published in: Proceedings of the International Congress of Industrial Engineering (ICIE2019)

Publisher: Springer International Publishing

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Abstract

Direct Selling Industry reports billions on sales in Colombia and all around the globe. It is unique among retail channels because instead of relying on traditional marketplaces, direct selling companies maintain salesforces of millions of independent consultants who make direct contact with each of their clients. Direct selling companies, like most others, need to make good projections of their demand at the stock keeping unit level to properly manage their inventory. However, the literature has ignored them, so as of today there are no solutions focused on the singularity of the business. This means companies are forecasting through empirical methods. Our ongoing research seeks to recognize the main obstacles that the sector faces and to find strategies that have been proposed for other industries and could be adapted to improve prediction accuracy.

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Title: Sales Forecasting Difficulties’ Analysis on Colombian Direct Sales Companies
Authors: Carlos A. Castro-Zuluaga
Mariana Arboleda
Publisher: Springer International Publishing
Book: Proceedings of the International Congress of Industrial Engineering (ICIE2019)
Print ISBN: 978-3-030-49369-1

Electronic ISBN: 978-3-030-49370-7

Copyright Year: 2021
DOI: https://doi.org/10.1007/978-3-030-49370-7_12

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