A passion for forecasting

Stack, Jack
November 1997
Inc.;Nov97, Vol. 19 Issue 16, p37
Points out how bad forecasts can cause problems in a company. Rules to follow to increase the likelihood of getting a good sales forecast; Quantify expectations; Ask the right questions and insist on real answers; Use your salespeople to link your workforce to the marketplace; Leave the ownership of the forecast where it belongs.


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