Under the bottom-up approach to sales forecasting,a central person,or persons,takes the responsibility for preparing an overall forecast.

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Established organisations employ two broad approaches for preparing a sales forecast: top-down and bottom-up. Under the top-down approach, a central person, or persons, takes the responsibility for forecasting and prepares an overall forecast, perhaps using aggregate economic data, current sales trends or other methods. Under the bottom-up approach (common in decentralised firms) each part of the firm prepares its own sales forecast, and the parts are aggregated to create the forecast for the firm as a whole.

Under the Bottom-Up Approach to Sales Forecasting,a Central Person,or Persons,takes