Lecture 15-16: Sales forecasting, CRM

Monday, October 27th, 2003, 16-30-20:00, aud. 210

Aim

We continue, from last week, with budgeting, cash management and treasury functions. We then look at the sales and customer relationship management subsystems of a financial information systems, with special attention to methods and algorithms for forecasting demand patterns.

Structure

• Review of workshop 3
• Review of the cost management case
• Budgeting
• Cash flow budgets and systems
• Sales systems
• Sales forecasting
• CRM systems
• Brief introduction to the CRM case
• Brief introduction to the Sales workshop

Readings

• Jones & Rama, chapter 11
• Knolmayer, Mertens & Zeier, chapters 2.2, 2.6

Resources

Notes