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Best Estimate Forecasting--A Better Alternative
Kierulff, Herbert E.
15/1  (Fall 1972): 79-85

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.

 


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