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Download full textParadiso, James; Stair, Kenneth – 1985
Intended to provide insight into the dynamics of demand analysis, this paper presents an eight-step method for forecasting sales. Focusing on sales levels that must be achieved to enjoy targeted profits in favor of the usual approach of emphasizing how much will be sold within a given period, a sample situation is provided to illustrate this…
Descriptors: Business, Cost Effectiveness, Economics, Entrepreneurship
Wheelwright, Steven C.; Clarke, Darral G. – Harvard Business Review, 1976
Discusses a survey of forecast preparers and users in 127 major companies in an attempt to assess underlying problems and identify areas for improvement. Concludes that forecasting responsibilities and tasks must be better defined and that forecast preparers and users must become better informed about one another's roles. (Author/JG)
Descriptors: Guidelines, Occupational Surveys, Prediction, Predictive Measurement
