Enhanced Sales Management: Using Digital Forecasting

Thorsten Lips
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Thorsten Lips: Strategy, Innovation & Sales, Horváth & Partners

A chapter in Performance Management in Retail and the Consumer Goods Industry, 2019, pp 247-256 from Springer

Abstract: Abstract This contribution is concerned with sales management based on digital forecasts. Estimating complex developments in companies is often characterized as an elaborate task. But as a result of digitization, there are new approaches for compiling automated and precise forecasts. The described approach in this contribution focuses on “Big Data” and “Advanced Analytics.” Outlined application examples underline the practicality of new algorithm forecasts with a higher quality, even though every company has specific requirements that must be considered.

Keywords: Advanced Analytics; Algorithm forecast; Automated models; Big Data; Digital forecast; Digitization (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-12730-5_16

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DOI: 10.1007/978-3-030-12730-5_16

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