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2011
February
D
Demand Planning B2B vs. B2C
Demand Planning B2B vs. B2C
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Please describe the process you go through to develop each sales forecast for B2B and B2C sector.
To what extent are distinct functional departments drawn in the sales forecasting?
core competence
involved
not involved
Planning
Sales forecasting
Sales
Logistics
Marketing
Finance
Production
R&D
other
Do other external supply chain members (retailers, distributors, OEMs, customers) involved in the forecasting processes?
Yes
No
If #2, to what extent are supply chain members involved in the sales forecasting?
core competence
involved
not involved
retailers
distributors
OEMs
customers
Does each department elaborates its own forecast and the final forecast is compromised later?
Yes
No
Do one/several departments elaborate the forecast and it’s approved by other departments later?
Yes
No
How satisfied are you with chosen approach?
Very Unsatisfied
Unsatisfied
Neutral
Satisfied
Very Satisfied
What is middle management's role in developing sales forecasts?
Review Only
Approval Only
Actual Involvement
Combination of These
What is upper management's role in developing sales forecasts?
Review Only
Approval Only
Actual Involvement
Combination of These
Do you have a specified goal for a customer service level?
Yes
No
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