LEZIONI 12 E 13 - PREVISIONE VENDITE

The lesson focused on sales forecasting methods, analyzing linear models, regression analysis, and ETS (Error, Trend, Seasonality).

The linear method was presented as a simple tool to identify trends and estimate future sales. Regression analysis was used to understand the relationship between sales and influencing variables, supporting more strategic decision-making. The ETS model introduced a more advanced approach based on trend, seasonality, and forecasting errors, improving prediction accuracy in dynamic markets.

The session also emphasized the operational application of forecasting techniques for planning, budgeting, and business performance management.