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Problem 5 Using the quarterly unit sales data for 2020 calculate the quarterly sales forecast using the seasonal index approach for 2021 if annual demand for 2021 is expected to be 400 units. 2020 Q1 30 Q2 110 Q3 10 Q4 80 The expected sales in Quarter 2 of 2021 is:

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Answer:

The quarterly sales forecast for 2021, using the seasonal index approach:

            Estimated 2021 Sales

Q1               52

Q2             191

Q3               17

Q4            140

Total        400

Explanation:

a) Data and Calculations:

Annual demand for 2020:

            2020 Sales          Estimated 2021 Sales

Q1               30                      52 (30/230 * 400)

Q2             110                      191 (110/230 * 400)

Q3              10                        17 (10/230 * 400)

Q4             80                      140 (80/230 * 400)

Total       230                     400

b) The seasonal index approach uses an average to compare an actual observation relative to an estimated observation based on the removal of annual seasonal variations.

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