Previsión de ventas para una comercializadora de electrodomésticos local mediante el método delphi para el año 2020.

Abstract

Forecasting systems help organizations to be clear about possible future situations that may arise at some point during the period. That is why forecasting in terms of sales is important because you can know how many units and the amount generated that would be expected at the end of a certain period of time, thus giving the correct decision making. The following project aims to carry out the sales forecast for the year 2020 of a company in charge of the commercialization of household appliances through the qualitative “Delphi” method in order to propose promotional strategies that allow to fulfill the business objectives. For the fulfillment of the stated objective, a qualitative approach was used based on the experiences of the sellers and the possible cases that may arise regarding the units to be sold in the new cycle and the difference that exists. This approach allowed the collection of information from a representative of each branch of the company, who reached an agreement for the new year. In the comparison of the possible scenarios it was possible to determine in one case the decline of 3% and in the other the growth of 19% in terms of earnings in the 2019 cycle, it is for them that promotional strategies such as communication, advertising and Sales will be a key factor for sellers to feel supported and for them to demonstrate their maximum capacity.