Implement Unit Forecasting

You can forecast by territory and amount, by product and amount, and by product and quantity of units. This topic explains the steps to implement unit forecasting.

Opportunity items often include quantity, price, and either a calculated amount from quantity and price or an entered amount. The opportunity items are aggregated into forecasts by close date using these methods:

• Total the amounts for the time period and territory.

• Total the amounts for the time period and by product.

• Total the quantities for the time period and by product.

When you first enable forecasting, forecasting by product is the default setting. Only the amount (quantity times price) is forecasted. You can make changes to forecast quantity.

1. In the Setup and Maintenance work area, go to the Manage Forecast Metrics task:

   • Offering: Sales

   • Functional Area: Sales Forecasting

2. In the Lookup Codes region, find the lookup code ORA_QUANTITY and check the Enabled box.

3. Save and close.

   Quantity is enabled for the Products tab and can be edited in the Forecast Items tab.

4. In Select Forecasting Options, the Summary Tab region, select Enable Product Totals.

   The Edit Forecast page will include the Products tab.

5. Select the number of sales catalog levels you want to edit in the Product tab in the Product Hierarchy Depth field. Oracle recommends setting the depth to 1.