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Companies a number of problems with forecasting, and typically these problems are explained as separate spheres -- so problems with statistical forecasting, and then problems with sales forecasting. This is one of the few books that focuses on how to integrate sales with statistical forecasting and is the only book that focuses on all of its attention on this one topic
- Sales Rank: #1008216 in Books
- Published on: 2014-12-14
- Original language: English
- Number of items: 1
- Dimensions: 9.25" h x .26" w x 7.52" l, .49 pounds
- Binding: Paperback
- 122 pages
From the Inside Flap
Table of Contents
- Chapter 1: Introduction
- Chapter 2 Where Demand Planning Fits within the Supply Chain Planning Footprint
- Chapter 3: The Common Problems with Statistical Forecasting
- Chapter 4: Introduction to Best Fit Forecasting
- Chapter 5: Comparing Best Fit to Home Grown Statistical Forecasting Methods
- Chapter 6: Sales Forecasting
- Chapter 7: Sales Forecasting and CRM
- Chapter 8: Conclusion
From the Back Cover
Instead of confusion regarding how to combine two of the most important types of forecasting, have your forecasting flourish from improved clarity on the topic.
In most companies the statistical and sales forecast are poorly integrated, and in fact most companies do not know how to effectively combine them. Strange questions are often asked such as "does the final forecast match the sales forecast?" without appropriate consideration to the accuracy of each input. Effectively combining statistical and sales forecasting requires determining which input to the forecast have the most "right" to be represented - which comes down to those that best improve forecast accuracy.
Statistical forecasts and sales forecasts come from different parts of the company, parts that have very different incentives. Forecast accuracy is not always on the top of the agenda for all parties involved in forecasting.
By reading this book you will:
· See the common misunderstandings that undermine being able to combine these different forecast types.
- Learn how to effectively measure the accuracy of the various inputs to the forecast.
- Learn how the concept of Forecast Value Add plays into the method of combining the two forecast types.
- Learn how to effectively run competitions between the best-fit statistical forecast, homegrown statistical models, the sales forecast, the consensus forecast, and how to find the winning approach per forecasted item.
- Learn how CRM supports (or does not support) the sales forecasting process.
- Learn the importance of the quality of statistical forecast in improving the creation and use of the sales forecast.
- Gain an understanding from both the business and the software perspective on how to combine statistical and sales forecasting.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Excellent Guide To Better Business Forecasting
By Kevin Lintner
'Sales 7 Statistical Forecasting..." is an extremely enlightening book that offers a unique way of combining sales and statistical forecasting to provide more accurate forecasting. This book came along at a good time for me as I am just getting started launching a worldwide remote computer support business and I have no idea on how to collect data and forecast what regions and demographics to target to produce the most initial sales. i will be sing the advice and techniques in this book and I feel like I will have a good starting point.
0 of 0 people found the following review helpful.
This book is packed with great insight
By Mo Birch
Forecasting is not easy but is invaluable in business. This great book talks about combining both Sales and Statistical Forecasting to get more accurate results. As I’m not the most technical person I appreciated the author’s break-down of terms in the beginning of the book, made the rest of the read much easier. This is a very straight-forward guide book with great focus on the subject, no diversions and beating around the bush. Anyone working in a business that deals with supply and demand will find value in this book.
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