Decision support oriented sales forecasting methods
Article Abstract:
Forecast accuracy is not always a good criterion by which to evaluate alternative sales forecasting methods. Accurate forecasts do not always lead to desirable management policies. The paper gives two examples of this in practice, one in which short term sales forecasts are used for operational planning purposes, and the other in which long term sales forecasts are used for strategic company planning. In each case the most accurate forecasts do not give the best plans and alternative criteria to accuracy are proposed and shown to perform better. Conclusions are drawn regarding evaluation criteria for alternative sales forecasting methods within a planning context and also regarding the position of the forecasting function within an organization. (Reprinted by permission of the publisher.)
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 1988
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Interpersonal skill training: a prerequisite for success
Article Abstract:
Employee development programs will have a greater chance of improving organizational performance if managers are taught communication skills. Managers should understand the fundamental concepts of managing interpersonal communication, which include attitudinal problems, motivational problems, and problems related to power and authority. The more popular organizational effectiveness programs include career counseling programs, programs to help employees solve problems, quality-of-working-life programs, participative management programs, and quality circles.
Publication Name: Business
Subject: Business
ISSN: 0163-531X
Year: 1990
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