Fall 1993

Featured Articles:

• The Evolution Of A Forecasting Department

  By Luis Reyes

• New Product Forecasting With A Purchase Intention Survey

  By David B. Whitlark, Michael D. Geurts and Michael J. Swenson

• Ways To Improve Sales Forecasts

  By Charles W. Chase, Jr.

• Improving Sales Force Composite: Forecasting By Using Scripts

  By Robin T. Peterson

• Multiple Forecasting System At Brake Parts, Inc.

  By John T. Mentzer and Jon Schroeter

• The Role Of Forecasting At Trans World Airlines

  By Paul S. Biederman

• Ten Point Program To Manage Large Accounts

  By Chaman L. Jain