The do's and don'ts of sales forecasting
Article Abstract:
If there is any one function managers most despise, it is the art of forecasting. By its very nature it concerns guessing the outcome of future events. No matter how sophisticated computer-driven techniques and programs become, the future seems as elusive as ever to managers. In this paper the basics of forecasting and the problems involved with the art of forecasting are examined. A guide of do's and don'ts for managers is presented in an effort to promote more effective forecasting. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1993
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Do's and don'ts of cross-cultural negotiations
Article Abstract:
The potential for error when individuals from different cultures talk together is considerable. Many negotiations have failed due to cross-cultural communications breakdown. In this article we detail pitfalls to avoid when undertaking cross-cultural negotiations. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1992
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