Forecasting sales in wholesale industry
Article Abstract:
Telephone interviews of 484 wholesalers reveal variations with regard to forecasting practices being undertaken by firms of different sizes. Results show that large firms are more committed to estimating future sales than their smaller counterparts. For large firms, sales managers are the ones who are most likely to undertake the main responsibility in preparing business forecasts. For smaller firms, top managers are ones who are most likely to undertake a leading role in preparing business forecasts followed only by sales managers.
Publication Name: Journal of Business Forecasting
Subject: Business, general
ISSN: 0278-6087
Year: 1999
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An analysis of contemporary forecasting in small business
Article Abstract:
A study designed to provide insights on the state of forecasting in small business aims to determine if forecasting has been done, who did it, what methods were used, and what the accuracy was. Subjective estimates by management was found to be the most frequently mentioned forecasting method. Percentage of last year's sales, estimates by sales representatives, surveys of customers, trend extensions, regression, moving averages and decomposition are the other small business forecasting methods used.
Publication Name: Journal of Business Forecasting
Subject: Business, general
ISSN: 0278-6087
Year: 1996
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Forecasting practices in retail industry
Article Abstract:
The results of a survey of sales forecasting policies and procedures employed by large and small retailers in the US are reported. Differences between the uses, techniqies and orientation of sales forecasting between thesetwo groups of retailers are identified. Several useful guidelines for retailers, wholesalers, manufacturers and other institutions involved in financial transactions with retailers are also discussed.
Publication Name: Journal of Business Forecasting
Subject: Business, general
ISSN: 0278-6087
Year: 1993
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