2. Sales force composites and customer expectations are used less for the long-term and more for the

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2. Sales force composites and customer expectations are used less for the long-term and more for the medium- and short-terms.

Overreliance on these two methods, and on the jury of executive opinion, introduces considerable bias into forecasting. Empiri-

cal ¯ndings have shown that salespeople are overly in°uenced by recent events.

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Forecasting Methods And Applications

ISBN: 9780471532330

3rd Edition

Authors: Spyros G. Makridakis, Steven C. Wheelwright, Rob J Hyndman

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2. Sales force composites and customer expectations are used less for the long-term and more for the medium- and short-terms. Overreliance on these two methods, and on the jury of executive opinion,...
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2. Sales force composites and customer expectations are used less for the long-term and more for the

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Forecasting Methods And Applications

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