Striking a Balance between Sales and Operations in the Forecasting Process

• Published in: The journal of business forecasting Vol. 32; no. 4; p. 29
• Main Author: Thompson, Ed
• Format: Journal Article
• Language: English
• 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

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...