Forecasting Sales: A Model and Some Evidence from the Retail Industry

Topics:
Assessment
Tags:
Forecasting,
Industry,
Sales,
Sales Force Management,
Sales Strategy
Source:
Social Science Electronic Publishing

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Overview: From the executive summary: ‘The paper presents a sales forecasting model and tests the model on a sample of firms in the retail industry. The model distinguishes between sales growth due to an increase in the number of sales-generating units and growth due to an increase in the sales rate at the existing units. The model accommodates different maturation processes in the sales rates, distinguishing between those retail firms whose store sales rates take a long time to reach maturity and other firms whose stores enjoy an early ‘fad’ status but then experience declining sales rates.’

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Format: PDF | Size: 620KB | Date: Jan 2004 | Pages: 38

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