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Improving Sales Forecasting Process in a Production and Trading Company

Student: Mariia Votiakova

Supervisor: Stanislav Fridkin

Faculty: Graduate School of Business

Educational Programme: Strategic Management in Logistics (Master)

Year of Graduation: 2021

The topic is Improving Sales Forecasting Process in a Production and Trading Company. Thesis includes an introduction, 3 chapters and a conclusion. The introduction substantiates the relevance of the topic, sets the goal of writing a thesis project, defines the tasks. The first chapter provides a description of the market and focus company. First of all, the place on the market is considered, then the analysis of the financial, economic and logistic activities of the research object is carried out. And finally, the current forecasting process in the company is reviewed and the main problems are identified. In the second chapter, several information and analytical solutions for the formation of a sales forecast were considered, the concept of CPFR was described, and an algorithm for improving the forecasting process was proposed. The third chapter reflects the implementation of the developed algorithm, as well as the calculation of the economic benefits from the implementation of the proposed activities due to the strategic profit model. In the conclusion, the main conclusions obtained in this work are stipulated, the implementation of the tasks and goals is assessed.

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