In forecasting sales, what must merchandisers analyze?

Merchandisers must analyze trends and random occurrences in forecasting sales because these elements provide a comprehensive understanding of the market dynamics and consumer behavior. Trends represent the overarching patterns in sales data over time, allowing merchandisers to identify seasonal fluctuations and consumer preferences. By analyzing these trends, merchandisers can make informed predictions about future sales.

Additionally, random occurrences—such as unforeseen events, promotions, or changes in economic conditions—can significantly impact sales. Recognizing these anomalies helps merchandisers adjust their forecasts to account for unpredictable changes in consumer buying patterns. Together, trends and random occurrences create a more reliable and nuanced forecast that can inform inventory decisions, marketing strategies, and overall business planning.

Focusing solely on previous sales volume, product color and design, or external market factors does not provide a complete picture. While these elements are important, they do not encompass all variables that influence sales. A holistic approach that includes both trends and random occurrences is essential for accurate forecasting.