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Vertriebsprognosen by Jörg B. Kühnapfel

Vertriebsprognosen

by Jörg B. Kühnapfel
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Book cover type: Paperback
  • ISBN13: 9783658249328
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Springer Gabler
  • Publisher Imprint: Springer Gabler
  • Publication Date:
  • Pages: 56
  • Original Price: EUR 14.01
  • Language: German
  • Edition: 2., Verb. Aufl.
  • Item Weight: 91 grams
  • BISAC Subject(s): Sales & Selling / General

In dieser �berarbeiteten 2. Auflage wird gezeigt, dass Vertriebsprognosen bzw. Forecasts ein zweischneidiges Schwert sind: Kaum ein Unternehmen kommt ohne sie aus, aber man traut ihnen nicht so recht. H�ufig sind sie zu ungenau, und der Grund daf�r ist oft mangelhafte Methodenkenntnis. Die Erstellung guter, also treffsicherer Forecasts ist ein laufender Prozess, der �ber Jahre verbessert werden muss. Drei Grundregeln sind hierbei wesentlich: Erstens m�ssen Forecast-Methoden gegeneinander in den Wettstreit um die besten Ergebnisse treten, zweitens m�ssen Forecasts gegen Trivialprognosen antreten, um sich �berhaupt f�r diesen Wettstreit zu qualifizieren, und drittens muss die Treffsicherheit der Forecasts st�ndig �berpr�ft und optimiert werden. Der Autor stellt pragmatische, erprobte und einfach zu erlernende Techniken vor, die die Erstellung guter Forecasts erm�glichen.

Prof. Dr. Jörg B. Kühnapfel ist Professor für General Management, insbesondere Vertriebscontrolling, an der Hochschule Ludwigshafen am Rhein.

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