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| Author: | Rudelius, W. Willis, R. W. Hartley, S. W. |
| Title: | Forecasting for firms selling projects or jobs "to order". |
| Journal: | Industrial Marketing Management
1986 : MAY, VOL. 15:2, p. 147-155 |
| Index terms: | SALES FORECASTING PROJECTS |
| Language: | eng |
| Abstract: | Firms selling projects or jobs to specific customers on a 'to order' basis face far different sales forecasting tasks than firms producing for inventory. The model described utilizes a bottom-up approach in forecasting new business for a to-order firm using three key factors - probability of winning the contract; a frequency distribution of monthly sales if the contract is won; and a frequency distribution of probable starting times - that can be estimated by a firm's marketing or sales manager. These factors are analyzed using a sample of one year's new business proposals from a large multiproject manufacturing firm. The method can be used by all project-oriented or job-shop firms, regardless of size. |
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