To read this content please select one of the options below:

$44.00 (excl. tax) 30 days to view and download

SALES FORECASTING USING CYCLICAL ANALYSIS

Joachim Lauer, Terrence O'Brien

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 January 1988

177

Abstract

A forecasting method involving construction and interpretation of the business cycle is presented. Definition and development of lead indicators are discussed. These tools provide management with short‐ to medium‐term forecasts of sales activity. Insights into the reasonableness of the forecasts and guidance for appropriate management actions are discussed. Data from an actual company are used to illustrate computation and interpretation procedures.

Citation

Lauer, J. and O'Brien, T. (1988), "SALES FORECASTING USING CYCLICAL ANALYSIS", Journal of Business & Industrial Marketing, Vol. 3 No. 1, pp. 25-35. https://doi.org/10.1108/eb006048

Publisher

:

MCB UP Ltd

Copyright © 1988, MCB UP Limited

Related articles