Sales Forecasting A New Approach

Sales Forecasting A New Approach

Thomas F. Wallace and Robert A. Stahl
184 pp, 2002, Stock # 03838

A companion book to Sales and Operations Planning, this book
represents a new-some may say radical-approach to forecasting. The
authors explain how forecasting less, not more, can yield better
customer service and more inventory turns. They emphasize that
teamwork, good communications, and clear accountabilities are more
important than complex statistical forecasting models. They
demonstrate how forecasting is a process and as such can be improved
using standard techniques for process improvement. This book supports
the belief that it's more beneficial to pursue process improvement
than to focus narrowly on forecast accuracy. Also available as part of
a discounted series. This is a primary reference for the Master
Planning of Resources module of the CPIM program.