Lesson Plan

• Describe the purpose and situations for using qualitative sales forecasting.
• Explain at least three qualitative techniques (Delphi, sales‑force opinion, market‑research surveys) and their procedural steps.
• Apply the Delphi method to develop a consensus forecast for a new product.
• Evaluate the advantages and disadvantages of qualitative forecasting and justify technique selection.
• Construct a simple qualitative forecast presentation (range or scenario) based on gathered opinions.

• Projector or interactive whiteboard
• Slide deck summarising qualitative techniques
• Handout with Delphi‑method worksheet
• Sample questionnaire templates
• Flip chart and markers for group discussion
• Internet access for optional research‑survey demo

Begin with a quick poll asking students how they would forecast sales for a brand‑new product without any data. Link this to their prior knowledge of quantitative methods and explain that today they will explore judgement‑based approaches. Success criteria: students will be able to describe techniques, run a simple Delphi exercise, and evaluate when qualitative forecasting is appropriate.

1. Do‑now (5’) – Recall quiz comparing quantitative vs qualitative forecasting.
2. Mini‑lecture (10’) – Overview of qualitative forecasting, key features and when to use it.
3. Technique showcase (15’) – Small groups explore one qualitative method (Delphi, sales‑force opinion, or surveys) using handouts; each group presents a brief summary.
4. Delphi simulation (20’) – Whole‑class two‑round Delphi exercise on a mock eco‑drink product; consensus forecast recorded on flip chart.
5. Analysis & discussion (10’) – Interpret the consensus figure, discuss pros/cons, and compare with a hypothetical quantitative estimate.
6. Exit ticket (5’) – Write one key takeaway and a situation where they would choose a qualitative method.

To wrap up, we revisited how qualitative techniques generate forecasts when data are scarce and reflected on the Delphi simulation outcomes. For homework, complete the worksheet by designing a brief qualitative forecast plan for a product of your choice, citing the technique you would use.