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Szozda Natalia (Uniwersytet Ekonomiczny we Wrocławiu)
Demand planning process
Scientific Publications / University of Economics in Katowice. Changing paradigm for inventory management in a supply chain context, 2011, s. 45-77, rys., wykr., tab., bibliogr. 20 poz.
Słowa kluczowe
Sprzedaż, Popyt, Prognozowanie, Prognozowanie popytu
Sale, Demand, Forecasting, Demand forecasting
First of all, it is important to distinguish between sales and demand. Sales are the activities involved in selling products or services in return or exchange for money or other compensation. This is an act of completion of commercial activity. The term demand signifies the ability or the willingness to buy products by the customers. The volume of sales is hardly ever the same as the volume of demand. The second obstacle is plan and forecast. The difference between plan and forecast is as follows: plan is what you are going to do and forecast is what you think is going to happen. By combining these four words: sales, demand, forecast and plan, it is possible to receive the following terms: sales or demand forecast and sales or demand plan. Sales forecast is a number reflecting what you think your company can sell. Demand forecast is the forecast on what the market demands. Sales and demand plans have similar meanings, because using historical sales data and different indoor and outdoor factors influencing sales, managers try to calculate a plan which reflects customers needs in future.
Dostępne w
Biblioteka Główna Uniwersytetu Ekonomicznego w Krakowie
Biblioteka Główna Uniwersytetu Ekonomicznego w Katowicach
Biblioteka Główna Uniwersytetu Ekonomicznego w Poznaniu
Biblioteka Główna Uniwersytetu Ekonomicznego we Wrocławiu
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  2. Schutt J.H.: Directing the Flow of Product. A Guide to Improving Supply Chain Planning. Co-Published with APICS, Florida 2004
  3. Armstrong J. s.: Strategic Planning and Forecasting Fundamentals. In: the strategic Management Handbook. Edited by A. Kenneth. McGraw-Hill, New York 1983
  4. Schwartz M.: Fundamentals of Sales Management for the Newly Appointed Sales Manager. AMACOM, New York 2006
  5. Verma R., Boyer K.K.: Operations & Supply Chain Management: World Class Theory and Practice. South-Western Cangage Learning, Canada 2010
  6. Kotler Ph.: Marketing Management: Analysis, Planning, Implementation, and Control. Ninth Edition, Prentice Hall, Upper Saddle River 1997
  7. Mentzer J.T., Moon M.M.: Sales Forecasting Management. A Demand Management Approach. Sage Publications, London 2005
  8. Crum C., , Palmatier G. E.: Demand Management Best Practices: Process, Principles, and Collaboration. Integrated Business Management Series, J. Ross Publishing, USA 2003
  9. Huge E. C.: Total Quality: An Executive's Guide for the 1990s. Dow Jones-Irwin, Homewood, Illinois 1990
  10. Crosby L. A.: Expanding the Role of CSM in Total Quality. "International Journal of Service Industry Management" 2008, Vol. 2 Iss. 2, pp. 5-19
  11. Mentzer J.T., Kahn K.B.: The State of Sales Forecasting Systems in Corporate America. "Journal of Business forecasting" 1997, Vol. 16, pp. 6-13
  12. Gray Ch. D.: Sales and Operations Planning Standard System: With Reference System. Trafford Publishing, Canada 2007
  13. Makridakis S., Wheelwright S.C.: Forecasting: Issues & Challenges for Marketing Management. "Journal of Marketing" 1997, Vol. 41, Iss. 4, pp. 24-38
  14. Dnyanesh N. S., Mohammad L.: Master's Thesis: Exploratory Investigation of Sales Forecasting System. Case Study of Three Companies. "Jönköping International Business School". Jönköping University in Sweden. December 2006
  15. Chopra S., Meindel P.: Supply Chain Management: Strategy, Planning and Control. 2ⁿᵈ ed. Pearson Education. Upper Saddle River, NJ 2004
  16. Rohit V., Kenneth K.B.: Operations & Supply Chain Management: World Class Theory and Practice. South-Western Cengage Learning, 2010
  17. Lawless M.J.: Effective Sales Forecasting - A Management Tool. "Journal of Business Forecasting" 1990, Vol. 9, Iss. 1, pp. 2-11
  18. Kahn K. B.: New Product Forecasting. An Applied Approach. M. E. Sharpe, Amonk, New York 2006
  19. Prognozowanie gospodarcze. Metody i zastosowania. Red. M. Cieślak. Wydawnictwo Naukowe PWN, Warszawa 2000
  20. Cieślak M., Jasiński R.: Miara podobieństwa funkcji. "Przegląd statystyczny" 1979, zeszyt ¾, pp. 169-173
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