because of seasonal infl uence. Thus, retailers will try to predict the degree and direction of seasonal
variation to forecast sales properly.
■Shop competition: Intensity of competition creates an impact on the sales of a store. Competitors’
strategy makes variation in sales. Retailers should keep vigil on competitors’ pricing strategy, pro-
motional strategy and so on while making a sales forecasting.
■Merchandise identifi cation: Retailers must know the type their merchandise falls in. If it is staple
merchandise, the demand for the merchandise will remain consistent and obviously, the sales fore-
casting will be easy. For fashion merchandise, demand follows trend and seasonality, so retailers
must measure ...
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