Entrepreneurial management of Secretarial professionals: a diagnosis of sales forecasting

Abstract

The general objective of this article is to carry out a diagnosis of the sales forecast by secretarial professionals in the management of their businesses and in a specific way to identify the profile of professional secretarial entrepreneurs, to identify how the secretarial professional understands and performs the sales forecast in the management of their business and to analyze the sales situation for the diagnosis of the sales forecast. The methodology was classified with a qualitative approach, of exploratory-descriptive nature, in the form of bibliographical research and survey using the method of content analysis. Therefore, a survey was carried out with 5 (five) individual micro entrepreneurs who are executive secretariat professionals in the city of Rio Tinto-PB and Mamanguape-PB, who are managers of their own business through a non-probabilistic sampling by accessibility and convenience. The results show that all respondents prepare their sales forecast through the qualitative method, based on business experience. The conclusion indicates that this qualitative method used contributes to forecast errors when buying/producing more or less than the actual sale that takes place in the company. Thus, the study found that the lack of knowledge and guidance in sales forecasting has been the main obstacle to the effective transformation of growth in their businesses by individual micro entrepreneurs. Thus, the survey diagnosed that executive secretariat professionals who are managers of their businesses, buy/produce more than the actual sale that occurs.