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Planning & Forecasting

Best Estimate Forecasting–A Better Alternative

Herbert Kierulff

ArticleIn-Depth
Abstract
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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Fall 1972

Volume 15
Issue 1


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California Management Review

Published at Berkeley Haas for more than sixty years, California Management Review seeks to share knowledge that challenges convention and shows a better way of doing business.

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