Striking a Balance between Sales and Operations in the Forecasting Process

The key to a most efficient Supply Chain is forecast, which very much depends on people, process, and technology. This article emphasizes that in order to gain participation from Sales, we need to 1) educate Salespeople so that they understand why forecasting is essential, 2) develop a well-structur...

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Bibliographic Details
Published inThe journal of business forecasting Vol. 32; no. 4; p. 29
Main Author Thompson, Ed
Format Journal Article
LanguageEnglish
Published Flushing Journal of Business Forecasting 01.12.2013
Subjects
Accuracy
Customer services
Education
Forecasting
Guidelines
Inventory
Participation
Profitability
Sales forecasting
Supply chains
United States > US
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Summary:The key to a most efficient Supply Chain is forecast, which very much depends on people, process, and technology. This article emphasizes that in order to gain participation from Sales, we need to 1) educate Salespeople so that they understand why forecasting is essential, 2) develop a well-structured forecasting process, 3) clearly define roles and responsibilities, and 4) make access to systems easy to use to facilitate their participation. [PUBLICATION ABSTRACT]
ISSN:1930-126X