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Thesis (M.A.)—University of Nebraska—Lincoln, 1960. Department of Business Organization and Management.


Copyright 1960, the author. Used by permission.


Because of the highly competitive business firms of today, executives of these firms have a need for prompt and accurate information on which to base decisions.A great deal of this information can be obtained from a sales forecast.

The purpose of this study was to compare selected aspects of sales forecasting in Nebraska firms, to the sales forecasting of firms outside the Nebraska area.This study has attempted to determine whether or not Nebraska firms face the same problems in forecasting sales as do firms in other parts of the country.This study was also intended to help firms with forecasting problems to gain added insight into these problems.

The specific areas of comparison in this study were as follows:

  1. Extent of sales forecasting

  2. Organizational aspects of sales forecasting

  3. Accuracy in sales forecasting

  4. How firms used a sales forecast

  5. Sources of data used in forecasting

The data concerning Nebraska firms were obtained through a detailed interview with various executives of these firms.

Some of the results of this study show that sales forecasting was going through a developmental stage.Different forecasting techniques and methods were used.The majority of the Nebraska firms interviewed did not engage in any long-range sales forecasting (five years or less).Sales forecasting was typically a seasonal job of one of the company’s executives.

Advisor: Phillip McVey