Evaluate forecasting methods for sales planning
Viessmann
Project work · method evaluation
The problem
Viessmann needed an assessment of sales-forecasting methods for strategic planning. The task was to determine which methods suited that planning problem.
IAP’s contribution and approach
IAP compared forecasting methods for sales planning. Method selection depends on the planning horizon and the distribution of errors: overestimation and underestimation can have different consequences for purchasing and capacity planning.
Result and development stage
The assignment delivered a comparative assessment of forecasting methods to inform Viessmann’s choice of an approach for strategic planning.
Sources and further information
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