ISP Asia North Sales Forecast Management Optimization Research

With the continuous development of market economy and the globalization of the economy, enterprises are facing increasingly brutal competition in the market. For the enterprise which supply products, supply chain management and the appropriate total cost has been the most important guarantee of sustainable development. However, for most of the enterprise which supply product to the market, sales forecasting management is one of the weakest link, data and information collection, forecasting method, prediction of tracking, and the evaluation of the final prediction effect is often a problem for the enterprise.This paper uses a multinational company’s Asia North region, which mainly is focus on the research, production, and sale of specialty chemical raw materials, as research background. In this paper, with reference to the project management WBS management methods, I divide the sales forecasting process into the collection, forecasting, tracking and evaluation of four stages, so effectively reducing the difficulty of forecasting sales management. Classify the product of the enterprise by the difficulty of forecasting and risk products, and continue to look for the laws according to different categories, subdivided, product characteristics, sales channels, fine Research sub-industry supply and demand, customer type, plant availability, etc., combined with different sales processes within the company, forecasting ability and work habits, as well as global distribution and history of purchases and other business units accounted customers truly analyze specific issues accurate solutions. Alsoproposed useful concepts in the sales forecast management process, such as sales forecasting confidence index, the accuracy rating standards.In order to ensure effective research process smoothly, ISP set up a sales forecast North Asia management optimization team, the project team member all get through the International Project Manager Certification(International Project Manager Professional) project management professional project management of the project. By discovering the problem, root cause analysis of the problem, propose solutions, implement optimized solutions and to compare before and after, to draw conclusions from the management and economic aspects, optimized program than before the optimization program has better economic results and management effectiveness. Although described herein are chemical companies, the sales forecast is a set of system management, for other manufacturing companies, also has a great reference.