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Sales Forecasting Practices in Macedonian Small-Scale Manufacturing Plants
Abstract
This chapter presents the findings of the latest research results in terms of sales forecasting practices in 30 small-scale manufacturing plants in Macedonia. Findings about organizational sales forecasting practices are obtained through three sets of main issues: design, selection, and evaluation. Design issues are related with the purpose/use of forecast, types of data, time horizon, and frequency of sales forecasting modification. Selection issues are related to the most popular sales forecasting techniques, and several evaluation issues are elaborated in detail. Macedonian sales forecast practices of Macedonian small-scale manufacturing participants may be of interest to similar companies in the world, especially in developing countries.
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