Chapter 1

1 An excellent book-length primer on new product forecasting is New Product Forecasting: An Applied Approach, by Kenneth B. Kahn, M.E. Sharpe, 2006.

Chapter 4

1 McCarthy, Teresa M., Mark A. Moon, and John T. Mentzer (2011), “Motivating the Industrial Sales Force in the Sales Forecasting Process,” Industrial Marketing Management, 40 (1), 128–138.

2 The following discussion on improving salesperson forecasting is drawn largely from Moon, Mark A. and John T. Mentzer (1999), “Improving Salesforce Forecasting,” Journal of Business Forecasting, 18, (Summer), 7–12.

Chapter 5

1 Readers who are interested in learning more about CPFR should connect with the Voluntary Interindustry Commerce Solutions Association, the group that has ...

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