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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Related Book For
Forecasting Methods And Applications
ISBN: 9780471532330
3rd Edition
Authors: Spyros G. Makridakis, Steven C. Wheelwright, Rob J Hyndman
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