Corpus ID: 53972955

Improving demand forecasting with the sales funnel and leading indicators

  title={Improving demand forecasting with the sales funnel and leading indicators},
  author={Jaakko Laamanen},
  • Jaakko Laamanen
  • Published 2015
  • Business
  • In turbulent markets, demand forecasting is becoming increasingly difficult. Traditional quantitative models fail to anticipate market fluctuation, whereas managers’ judgmental estimates tend to overshoot. Forecasting methods should be responsive to market developments to support proactive business planning. This thesis explores the potential of leading indicators and sales funnel in demand forecasting as a source of real-time market intelligence. Forecasting has been recognized as a key… CONTINUE READING


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