State of sales forecasting systems in corporate America

Article Abstract:

A survey of 478 American companies reveal that an average of 1.82 sales forecasting computer systems are used by these companies, meaning they use more than one computer system to develop sales forecasts. Overall, the survey reveals that the type of information that are available for analysis are limited since companies typically use only some personal computer systems and some access to mainframe systems in sales forecasting. Also, the survey reveals that companies use different approaches in managing sales forecasting.

Forecasting, Surveys, Business forecasting, Sales forecasting

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Marketing's integration with other departments

Article Abstract:

An integration that stresses collaboration proved to be beneficial to interdepartmental relationships and performance. A collaborative interdepartmental integration characterized by outlining of teams and collective goals was found to result to enhanced performance. On the other hand, a negative effect on performance was observed involving interdepartmental integration that emphasized on frequent conduction of meetings and too much exchange of documented information.

Marketing Management, Research, Analysis, Organizational communication

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Forecasting in consumer and industrial markets

Article Abstract:

Issues concerning types of economic forecasting preferred by consumer businesses are discussed. It is emphasized that industrial businesses prefer forecasting based on sales force, whilst consumer businesses prefer the straight line projection forecasting based on regression analysis.

Forecasts and trends, Business enterprises, Forecasting, Varieties

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