Forecasting for firms selling projects or jobs "to order"

William Rudelius, Raymond W. Willis, Steven W. Hartley

Research output: Contribution to journalArticle

2 Scopus citations

Abstract

Firms selling projects or jobs to specific customers on a "to order" basis face far different sales forecasting task than firms producing for inventory. The model described here utilizes a bottom-up approach in forecasting new business for a to-order firm using three key factors that can be estimated by a firm's marketing or sales manager. These three factors are analyzed empirically using a sample of one year's new business proposals from a large multiproject manufacturing firm.

Original languageEnglish (US)
Pages (from-to)147-155
Number of pages9
JournalIndustrial Marketing Management
Volume15
Issue number2
DOIs
StatePublished - May 1986

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