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Sales Management - Although many different kinds of forecasting tests exist, their ability to predict sales performance has been weak. How do you account for this?

Although many different kinds of forecasting tests exist, their ability to predict sales performance has been weak. How do you account for this?

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Sales Management: Although many different kinds of forecasting tests exist, their ability to predict sales performance has been weak. How do you account for this?

Research shows that sales forecasting is a difficult area of management. Most managers believe they are good at forecasting. However, forecasts made usually turn out to be wrong! Marketers argue about whether sales forecasting is a science or an art. The short answer is that it is a bit of both. Businesses are forced to look well ahead in order to plan their investments, launch new products, decide when to close or withdraw products and so on. The sales ...

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Although many different kinds of forecasting tests exist, their ability to predict sales performance has been weak. How do you account for this?

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