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Bottom-up sales forecasting through scenario analysis
Authors:Cornelis A de Kluyver
Abstract:A simple but effective bottom-up sales forecasting system, developed for a large New Zealand printing and packaging company, is described and analyzed. A central feature of the method is a procedure called “scenario analysis,” enabling the forecaster to incorporate in a systematic manner a large number of uncertainties in his or her assessment of the future.
Keywords:Address correspondence to: Cornelis A  de Kluyver  Krannert Graduate School  Purdue University  West-Lafayette  Indiana 47907  U  S  A    
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