Best Estimate Forecasting–A Better Alternative

by Herbert Kierulff

Fall 1972

Volume 15
Issue 1

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Focuses on best estimate sales forecasts, which becomes the planning figure for production planning and budgeting. Negative profit implications of the traditional best estimate; Factors to determine sales forecast leading to optimum profits for an individual product; Approach to make the factors operational; Development of a profit payoff matrix for the company.

California Management Review

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