March 1989
Journal of Personal Selling & Sales Management;Spring89, Vol. 9 Issue 1, p60
Academic Journal
The article presents information on some papers on sales forecasting. One of these papers "Forecasting With Adaptive Extended Exponential Smoothing," published in the recent issue of the Journal of the Academy of Marketing Science focuses upon time series forecasting. Most time series methods provide for either consideration of various time series components or smoothing constant adaptability, but not both. The article describes and tests a time series technique, which combines both smoothing constant adaptability and the inclusion of level, trend and seasonality components.


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