Corpus ID: 53972955

Improving demand forecasting with the sales funnel and leading indicators

@inproceedings{Laamanen2015ImprovingDF,
  title={Improving demand forecasting with the sales funnel and leading indicators},
  author={Jaakko Laamanen},
  year={2015}
}
  • 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

    References

    Publications referenced by this paper.
    SHOWING 1-10 OF 54 REFERENCES
    Organizational factors in sales forecasting management
    • 65
    • Highly Influential
    The Organization and Improvement of Market Forecasting
    • 147
    • Highly Influential
    Seven keys to better forecasting
    • 54
    • Highly Influential
    • PDF
    The use of non‐time series information in sales forecasting: A case study
    • 82
    The impact of forecasting on companies' performance: Analysis in a multivariate setting
    • 30
    The Impact of Forecasting on Return on Shareholders's Value
    • 8
    • Highly Influential
    Conducting a sales forecasting audit
    • 103
    • Highly Influential