Sales Force Composite Forecasting Technique Modeled: A Judgmental Bootstrapping Approach
Document Type
Conference Proceeding
Conference Track
Sales Promotion/ Retailing
Publication Date
2012
Abstract
The sales force composite forecasting technique has been based on aggregating the subjective sales estimates, which are then adjusted by an agent. However, uncertainty, and salespeople’s heuristics and behavioral attitudes, cause inaccuracy into the estimates. Our proposed model predisposes the stimulus options of optimistic, most likely, and pessimistic to propel sales prediction, and integrates the statistical technique of the X-bar chart to analyze the relevant estimates. Meanwhile, the proposed model adopts the Hurwicz criterion to objectively produce a weighted estimate. The proposed judgmental bootstrapping approach attempts to improve the technique's practicality and performance.
Copyright Statement / License for Reuse
Digital Commons@Georgia Southern License
Recommended Citation
Saleh, Usama A., "Sales Force Composite Forecasting Technique Modeled: A Judgmental Bootstrapping Approach" (2012). Association of Marketing Theory and Practice Proceedings 2012. 58.
https://digitalcommons.georgiasouthern.edu/amtp-proceedings_2012/58
