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May 25, 2004
Get Better at Forecasting
Tap field sales to create more accurate plans
By Dave Merkel
This article argues that manufacturers and distributors need to turn their current forecasting methods upside down to meet today’s realities. Basic premise: If the field sales force drives the forecast based on market knowledge, the results will be more accurate than “top-down” forecasting. “Bottom-up” forecasting is an asset, not an expense, in growing your business. Here’s how to use this critical management tool.
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