The need for a forecasting champion
Article Abstract:
A company which seeks to achieve outstanding performance in sales forecasting will not only need the required forecasting software or the optimum statistical technique but also the presence of a sales forecasting champion. A sales forecasting champion practices the appreciation of sales forecasting role for planning, recognizes the cross-functional role and projects as a leader and not as a clerk. He also develops sales forecasts and is proficient in forecasting techniques.
Publication Name: Journal of Business Forecasting
Subject: Business, general
ISSN: 0278-6087
Year: 1997
User Contributions:
Comment about this article or add new information about this topic:
Improving salesforce forecasting
Article Abstract:
Salesforce forecasting can be partly improved by keeping salespeople's forecasts focused on those that can make significant contribution to the firm's overall forecasting effectiveness. Such can be achieved by asking the salespeople to concentrate on customer and product combinations that need to be forecast accurately. Reducing game playing and making forecasting part of salespeople's responsibilities also help in improving salesforce forecasting.
Publication Name: Journal of Business Forecasting
Subject: Business, general
ISSN: 0278-6087
Year: 1999
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: The TAO of forecasting with promotional events. The Tao of forecasting. The Tao of forecasting performance measurement
- Abstracts: Toll grows impatient for rail expansion. Kings in paper castles
- Abstracts: Demand planning and forecasting in the high technology industry. Bringing order out of chaos: forecasting e-commerce