SALES FORECASTING WITH LIMITED RESOURCES˜II Available to Purchase

In Part One of this article, published in the last issue of RDM, Nigel Piercy examined the role and importance of sales forecasting within a distributive organisation with special regard to the smaller firm and to the small unit manager who have very limited resources on which to base their predictions. This second part goes on to review some of the methods of forecasting available, and includes a useful practical model of the time series analysis.