Poor forecasts are often symptoms of poor customer relationships. This paper deals with the role of sales account managers in developing collaborative relationships with key customers. Sales needs to represent the company to the customer and the customer to the company.
Do People trust your demand plan? How reducing bias improves credibility and financial performance
One Number Planning; The consequenes and cure for misaligned plans
Blind Spot - How Demand Management and Integrated Business Planning Are Used to Optimize Trade Spend Investment
Demand Control - An often missing link in a demand management process:
Demand Management - A sales and marketing process
Demand Management - Lessons Learned