Concepedia

Sales Force Forecasting

Sales Force Forecasting is a predictive analytics method within sales management that estimates future sales team performance and staffing requirements based on historical data, market trends, and organizational objectives.

16

Publications

845

Citations

31

Authors

22

Institutions

Publications per year

2017–2026

1

Parents

Publications

16

An exploratory Investigation of new product forecasting practices

Kenneth B. Kahn · Journal of Product Innovation Management · 2002 · 114 citations

, , +10

An intelligent sales forecasting system through integration of artificial neural networks and fuzzy neural networks with fuzzy weight elimination

R.J. Kuo, P. Wu, Caihong Wang · Neural Networks · 2002 · 110 citations

, , +13

Sales Force Sizing and Deployment Using a Decision Calculus Model at Syntex Laboratories

Leonard M. Lodish, E.J.C. Curtis, M P Ness et al. · INFORMS Journal on Applied Analytics · 1988 · 109 citations

, , +17

Sales forecasting for computer wholesalers: A comparison of multivariate adaptive regression splines and artificial neural networks

Chi-Jie Lu, Tian‐Shyug Lee, Chia-Mei Lian · Decision Support Systems · 2012 · 95 citations

, , +16

Retail sales force scheduling based on store traffic forecasting

Shun Yin Lam, Mark Vandenbosch, Michael R. Pearce · Journal of Retailing · 1998 · 74 citations

, , +14

1–5 of 16

Authors

31

  1. KR
    Kalyan Raman

    Northwestern University, United States

    2 publications · 77 citations

    2

    h-index

  2. JT
    John T. Mentzer

    University of Tennessee at Knoxville, United States

    2 publications · 40 citations

    2

    h-index

  3. ML
    Michael L. Thurlow

    San Diego State University, United States

    2 publications · 48 citations

    2

    h-index

  4. TR
    Thomas R. Wotruba

    San Diego State University, United States

    2 publications · 48 citations

    2

    h-index

  5. MA
    Mark A. Moon

    University of Tennessee at Knoxville, United States

    2 publications · 40 citations

    2

    h-index

1–5 of 31

Institutions

22

  1. University of Tennessee at Knoxville

    Knoxville, United States

    3 h-index

    4 publications

    229 citations

  2. Kühne Logistics University

    Hamburg, Germany

    1 h-index

    1 publications

    24 citations

  3. École Supérieure des Sciences Économiques et Commerciales

    Cergy, France

    1 h-index

    1 publications

    11 citations

  4. San Diego State University

    San Diego, United States

    1 h-index

    1 publications

    17 citations

  5. Agricultural Marketing Service

    Montgomery, United States

    1 h-index

    1 publications

    17 citations

  6. Bryant University

    Smithfield, United States

    1 h-index

    1 publications

    25 citations

  7. National Taipei University of Technology

    Taipei, Taiwan

    1 h-index

    1 publications

    110 citations

  8. Ghent University

    Ghent, Belgium

    1 h-index

    2 publications

    80 citations

1–8 of 22

Venues

  1. INFORMS Journal on Applied Analytics

    2 publications · 138 citations

    2

    h-index

  2. Journal of Marketing

    JM · 2 publications · 48 citations

    2

    h-index

  3. Journal of Product Innovation Management

    2 publications · 179 citations

    2

    h-index

  4. Neural Networks

    1 publications · 110 citations

    1

    h-index

  5. Industrial Marketing Management

    1 publications · 25 citations

    1

    h-index

1–5