... of customer purchase behavior is used to develop a fundamental theory of lead characterization and qualification. The results should prove useful to sales and marketing practitioners who would like to improve the accuracy of sales forecasts, determine how many resources to apply to specific sales...

.... Nick Sevdalis can be contacted at: n.sevdalis@imperial.ac.uk © Emerald Group Publishing Limited 2008 Consumer behaviour Pricing Advertising Decision making Sales forecasting Bob is a 26‐year old junior business consultant, too busy to have much free time to spend on hobbies...

... as the indicators of forecast improvement/degradation are concerned, the analysis shows that universally applicable percentage measures cannot be established with any degree of confidence, although they may be appropriate in a limited number of situations. © MCB UP Limited 1987 Sales Forecasting 20...

... shape the context within which sales forecasting takes place, using a study of manufacturing companies operating in the UK health care industry. The three most important environmental factors that influence the revision process are the number of competitors in the market, the degree of market...