Six ways to make sales forecasts more accurate

Managers are looking for ways to make their sales forecasts more accurate for many reasons. There are several ways to increase the accuracy of sales forecasts: 1. Find new leading indicators. 2. Obtain better data. 3. Reduce variance. 4. Use marketing research. 5. Gather information from the supply...

Full description

Saved in:
Bibliographic Details
Published inThe journal of business forecasting Vol. 18; no. 4; p. 21
Main Authors Geurts, Michael D, Whitlark, David B
Format Journal Article
LanguageEnglish
Published Flushing Journal of Business Forecasting 01.01.1999
Subjects
Accuracy
Forecasting techniques
Guidelines
Sales forecasting
United States > US
Online AccessGet full text

Cover

More Information
Summary:Managers are looking for ways to make their sales forecasts more accurate for many reasons. There are several ways to increase the accuracy of sales forecasts: 1. Find new leading indicators. 2. Obtain better data. 3. Reduce variance. 4. Use marketing research. 5. Gather information from the supply chain. 6. Manage human bias. Not all of these methods will be appropriate for each sales forecasting situation.
ISSN:1930-126X