SALES FORECASTING USING CYCLICAL ANALYSIS

A forecasting method involving construction and interpretation of the business cycle is presented. Definition and development of lead indicators are discussed. These tools provide management with short‐ to medium‐term forecasts of sales activity. Insights into the reasonableness of the forecasts and guidance for appropriate management actions are discussed. Data from an actual company are used to illustrate computation and interpretation procedures.

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Year of publication:	1988
Authors:	Lauer, Joachim ; O'Brien, Terrence
Published in:	Journal of Business & Industrial Marketing. - MCB UP Ltd, ISSN 2052-1189, ZDB-ID 2019934-X. - Vol. 3.1988, 1, p. 25-35
Publisher:	MCB UP Ltd

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Type of publication:	Article
Type of publication (narrower categories):	review-article
Language:	English
Other identifiers:	10.1108/eb006048 [DOI]
Source:	Other ZBW resources

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