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The Business Plan Workbook, 7th Edition by Robert Brown, Paul Barrow, Colin Barrow

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Assignment 17

The sales forecast

The precision of numbers often bears no relation to the facts.

DENIS HEALEY, FORMER CHANCELLOR OF THE EXCHEQUER

The sales forecast is perhaps the most important set of numbers to come out of the business planning process. How much stock to hold, how many staff to employ, how much material to buy, are all decisions that hinge on the sales forecast. These sales figures are also used to predict the cash-flow forecast and hence the funding requirements of the business.

These projections are also the key to valuing the business, so they will determine whether or not bankers will lend and investors invest. Furthermore, they will give some guidance as to how much of an enterprise investors expect in exchange for funding. ...

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