Revenue Forecasting and Sales Project Readiness Kit (Publication Date: 2024/02)

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Discover Insights, Make Informed Decisions, and Stay Ahead of the Curve:

  • Which are the high performing and low performing sales agreements based on revenue realization?
  • Is it related to sales/revenue generation, planning/ research/forecasting, or brand awareness?
  • Key Features:

    • Comprehensive set of 1544 prioritized Revenue Forecasting requirements.
    • Extensive coverage of 854 Revenue Forecasting topic scopes.
    • In-depth analysis of 854 Revenue Forecasting step-by-step solutions, benefits, BHAGs.
    • Detailed examination of 854 Revenue Forecasting case studies and use cases.

    • Digital download upon purchase.
    • Enjoy lifetime document updates included with your purchase.
    • Benefit from a fully editable and customizable Excel format.
    • Trusted and utilized by over 10,000 organizations.

    • Covering: Valuable Feedback, Insolvency Risk, Advertising Revenue, Payment Innovations, Service Design, Data Streaming, Needs And Wants, Value Delivery, Research Activities, Productivity Drivers, IT Operations Management, Ethics and Integrity, Payroll Compliance, Executive Search Services, Compliance Center, Channel Performance, Finding Opportunities, Digital Sales Platforms, Process Efficiency, Revenue Remained, AI in Market Research, Temperature Analysis, Profitability Ratios, Decision Making Ability, Lean Startup Methodology, Sales Strategies, Cost Per Lead, Design For User Experience, Gross Margin, Communication Effectiveness, Proven track record, Earnings Quality, Management Systems, Divestitures, Campaign Attribution, AI Products, Resource Forecasting, Production Hubs, Component Recognition, Sales Approach, Customer Needs Analysis, Customer Insights, Order Visibility, Advertising Tactics, Systems Review, Performance Attainment, Lead Scoring, After Sales Service, Profitability Assessment, ITSM, Dealer Support, Smart Windows, Product Lifecycle Management, HR Development, AI in E-commerce, Competency Models, Personalized marketing, New Product Development, Expenses Reduction, Revenue Retention, Incentive Compensation Plan, Real-Time Inventory, Strategy Deployment, Status Meetings, Future Success, Automated Workflows, Invested Capital, Service Centers, Social Media, Expansion Rate, Design Optimization, Outbound Logistics, Networking In Sales, Compensation Packages, Customer Contact Centers, contract sales, Relevant Content, AI in Sales, Solutions Pricing, Communication Style, Coaching Insights, Team Effectiveness, Waste Tracking, Eliminating Silos, Development Team, Revenue Forecast, Identifying Goal, Behavioral Patterns, Customers Choosing, Emotional Intelligence, Digital Orders, Business Process Redesign, Trade Promotions, Competency Management System, IT Risk Management, Share Of Voice, Financial forecasting, Information Technology, Promotion Strategies, Performance Measurement Tools, Demand Planning, Real Time Tracking, Online Advertising, business expansion, Vendor Responsiveness, Billing Accuracy, Market Volatility, Economic Factors, Forecast Accuracy, Point Of Sale Solutions, Continuous Auditing, Inbound Calls, Data Analysis, Empowered Teams, Media Mix, Data Entry Data Processing, AI Rules, Achievable Goals, Trade Sanctions, Direct Shipping, Trust Building, Sales Pipeline, Context Awareness, Virtual Events, Monitoring Parameters, Sales Force, Industry Connections, Technology Adoption Life Cycle, Custom Quotes, Production Efficiency, App Store Restrictions, Coaching Teams, Cost-Plus Pricing, Boost Innovation, Third-Party Tools, Sales Process, Continuous Improvement, Asset Allocation, Productivity Boost, Enterprise Discounts, Customer Success Management, Merchandising Categories, Regulatory Updates, Sales CRM, PPM Process, Distributor Performance, Empathy In Sales, Leverage Change, Effective Management Structures, Service Interruptions, Creative Advertising, Competitor sales analysis, Workflow Management, Group Communication, Organizational Efficiency, Employee Attendance, Production Scheduling, Social Media Mentions, Product Viability, Partner Marketing, Compensation Strategy, Executive Leadership, Bad Debt, CRM Strategies, Service Parts Management, Being Agile, Responsive Solutions, Cultivating Engagement, Sales Cycle, Business Rules Rule Management, Financial Forecast, Process Alignment With Strategy, Supply Chain Flexibility, Influencer Contracts, Recruitment Agency, Employee Value Proposition, Vendor Onboarding, Reach Consumers, Online Sales, Team Engagement, Objection Handling, Software Company, Process Standardization Tools, Customer Outreach, Storytelling, ERP Management Time, Market Share, Historical Data, Brand Building, Spend Efficiency, Inventory Optimization, Digital Engagement, Social Selling, Word Choice, CMDB Configuration, Data generation, Store Inventory, Service User Experience, Deadline Management, Brand Engagement Metrics, Launch Readiness, Data Driven Sales, Market Consistency, Consistency in Application, ERP Requirements Gathering, Sales strategy, Spend Forecasting, Rapid Growth, Data Visualization Techniques, Data Recovery, Paid Advertising, Distribution Costs, Rebranding Efforts, Risk Prediction, Master Plan, Capacity Constraints, Usage-based, Vendor Relationship Management, Team Innovation, Marketing Expenses, Cybersecurity Measures, Sales Targets, Customer Targeting, Price Comparison, Automation Opportunities, Accounts Receivable Turnover, Privileged Access Management, Life Science Commercial Analytics, Continued Focus, Competitor service pricing, Sales Performance, Customer Management, Invoice Processing, Customer Service KPIs, Product Safety, Product Endorsements, Scope Changes, Supplier Negotiation, Insurance software, Vendor Alignment, Procurement Process, Weather Forecasting, Relationship Nurturing, Underwriting Process, Expense Management Application, Virtual Sales Incentives, The Bookin, Demand Forecasting, Maximizing Opportunities, Pricing Reviews, Reach Out, Warranty Management, Compensation Strategies, Product Revenues, Product Sales, Supplier Performance, COSO, Parts Repair, customer journey stages, Retail Partnerships, Workforce Efficiency, Effective Goal Setting, E-commerce Sales, Align Organization, Client Loyalty, Business Process Design, Lead Cultivation, Driving Success, Influence Techniques, In-Memory Database, Insurance Industry, Sales Reporting, Strategic Management, After Sales Support, Segment Specific Marketing, Performance Monitoring, Total Productive Maintenance, Improved Productivity, Promotional Offers, Sales Effectiveness, Pipeline Management, Pull Between, Support Activities, Demographic Research, New Customer Acquisition, Leverage Ratio Calc, Value Based Selling, Commerce Activities, Sales Collaboration, ERP Consulting, Commerce Growth, Retail Displays, data warehouses, Sales Force Effectiveness, User Activity Analysis, Customer Journey Mapping, Job Requirements, Risk Management, Structured Products, Telemarketing, Customer engagement initiatives, Sales Automation, Performance Reviews, Tech Entrepreneurship, Recommender Systems, Construction Phase, Strategic Execution Plan, Sales Copywriting, Effective Teamwork, Efficiency Gains, Email Automation, Brand Loyalty, Efficiency Boost, Financial Advice, Data ethics compliance, Decision Support Tools, Value Stream Mapping, Order Allocation, Competitor profit analysis, Customer Success, Customer Concentration, Productivity Monitoring, Process Flow Diagram, Coaching Skills, Transparency In Supply Chain, Product Returns, Cost Per Click, Fees Structure, VOI sales, Sales Empathy, Budget Planning, Predatory Practices, Risk Assessment, Data Integrations, Service Evaluation, Average Order, Resume Summary, Cost of Labor, Sales Promotions, Cost Reduction, Call Routing, Content Effectiveness, Product Mix Revenue, Dashboard Design, Product Profitability, Media Platforms, Fast Shipping, Supply Chain Agility, Mobile CRM, Email Integration, Sales Techniques, Sales Pitch, Cost of Materials, Asset Forecasting, Growth Officer, Ethical Data Collection, Consumer Protection, ISO 22361, AI Applications, Change Planning, Prescriptive Analytics, Inventory Automation, Engagement Rate, Sales Projections, Supply Chain Segmentation, Customer Engagement, Efficient Forecasting, Enabling Success, Leadership Effectiveness, Funds Transfer Pricing, Email Marketing Campaigns High Deliverability, Revenue Forecasting, Localization Strategy, Efficient Resource Management, Organic Revenue, Product Distribution, Price Communication, Agile Sales and Operations Planning, Orders Perspective, Promotional Impact, Automation Insights, Subscription Revenue, Email Marketing Analysis, Remote Selling, Brand Strength, Algorithmic trading, IT Program Management, Demand Variability, Professional Relationship Management, Buyer Journey, Team Performance Tracking, Process Monitoring Performance Metrics, Multi Channel Approach, In-Store Marketing, Data Mining, SAP GTS, Fulfillment Services, Human Centered Design, Sales Pitches, Content Reach, Control System Engineering, Sales Data, Visioning Process, Sales Tactics, Brand Visibility, Cycle Time Reduction, Robotic Process Automation, Market Teams, Optimize Effort, Operational Excellence Strategy, Chat Support, Market Share Percentage, Staff Development, Sales Automation Tools, Persuasive Communication, Cloud Contact Center, Product Mix Marketing, Manufacturing Processes, Service Technicians, Competitor profiling, Variables Map, Negotiating Skills, Lead Generation, Machine Learning, Virtual Customer Support, real estate sales, New Markets, Expense Reports, Performance Recognition, Sales Volume, Cloud Based Software, Effective Branding, Lean Management, Six Sigma, Continuous improvement Introduction, Being Named, Logic Modeling, Sales Channel Management, Backend Development, Distributed Resources, Vendor Partnerships, Effective Team Negotiation, Contract Compliance Monitoring, Storytelling In Sales, Balanced Scorecard, Judgmental Forecasting, Contract Formation, Supply Chain Analytics, Performance Analysis, Process Automation, Deal Days, Service Forums, Proactive Adjustments, Product Improvement Cycle, Data Breaches, Server Revenue, Pull Production, Production Monitoring, Job Advertising, Video Conferencing, Platform Upgrades, Insurance Revenue, Inventory Actions, Intelligence Use, Solution Features, Long-Term Relationships, Stimulate Change, Management Team, Customer Self-service, Efficient Staffing, Performance Goals, Returns Management, Product Adoption, Sustainable Products, Performance Leads, Sales Per Employee, Print Management, Business Forecasting, Commerce Capabilities, Financial Projections, Wellness Sales, Social Media Analysis, Project Resources, Process Steps, At Me, Diagnostic Tools, Volatility Forecast, Purchase Requisitions, Network Performance, Productivity Gains, Profit Incentives, Sales Performance Management, Custom crafting, Unique Goals, It Needs, Lead Generation Tools, Service Adaptability, Focusing Resources, Launch Strategy, Project Profitability, Discounts And Promotions, Marketing Effectiveness, Establishing Rapport, Price Negotiation, Real Estate, Market Surveillance, Forecasting Models, Robo Investment Management, Pricing Levels, Resources Supplier, overall profitability, Assessment Tools, Growth and Innovation, Sustainable Logistics, Clock Distribution, Targeted Opportunities, Sales Alignment, Lean Sales, Order Entry, Technology Strategies, Profit Margins, Financial Models, Long Term Goals, Web development, Sales Promotion, Team Onboarding, Customer Complaint Handling, Customer complaints management, Collections Workflow, Productivity Techniques, Sales Analysis, Market Entry Strategy, Sales Scripts, Order Fulfillment, Data Warehousing, Sales Process Optimization, Ethical Commerce, Dynamic Teams, Price Differentiation, Map Creation, B2B Demand Generation, Competitor opportunities, Website Bounce Rate, Competitor acquisitions, Liquidity Management, Data Driven Decision Making, Surveillance Marketing, Value Investing, Fraud prevention, Importance Of Privacy, Supplier Evaluation, Remote Work, Team Objectives, Pricing Optimization, Brand Image, Streamlined Approach, End-user satisfaction, Tax Regulations, Production Planning, Equity Sales, Return On Assets, Average Price, Customer Lifetime Value, Leadership Alignment, Employment Agencies, ROI Measurement, Driving Alignment, Sales Growth, Online Shopping, Real-time Tracking, Core Competencies, Performance Objectives, Search Engine Ranking, Online Training, Sales Efficiency, Real Estate Valuation, Effective Communication Strategies, Supplier Quality, Renewal Rate, Cultural Alignment, Fraud Prevention Measures, Lean Marketing, Business Process Outsourcing, Governance Models, Promotional Strategies, Revenue Cycle Performance, Theory of Constraints, Binding Corporate Rules, Contract Analytics, Virtual Customer Service, Sustainability Measures, Sales Performance Evaluation, Virtual Customer Services, Mobile Solutions, Sales Trends, Subcontracting, Product Mix Sales, Cross Functional Communication, Task Automation, Control System Performance, Virtual Team Strategies, Data Governance, Sales Tracking, Collaborative document management, IT Systems, AI Powered Marketing, Building Rapport, AI Policy, Warranty Services, Call Analytics, Competitive Salaries, Organizational Renewal, Social Awareness, Revenue Model, Cross Docking, Sales Increased, Compelling Offers, Affinity Mapping, Sales Run, New Product Launch, segment revenues, marketing revenue, Vendor Partner Ecosystem, Training Programs, Sales Team Performance, Business Acumen, Performance Quotas, Mobile Payments, Curbside Pickup, Supplier Negotiations, Digital Channels, customer effort level, Continuity Risk, Sales Incentives, Year Revenue, IT Staffing, Deliver Personalized, Content creation, Retail Sales, Professional Services Automation, Improved Financial, Digital Sales Strategies, Policy pricing, Promotional Campaigns, Sales Goals, Attention To Detail, Competency Model, Enhanced Automation, Team Success, Target Operating Model, Statistical Analysis Software, Sales Psychology, Intelligence Driven, Sales Conversion, Purchase Analysis, Sales Funnel, Customer Demand, Network Specific Content, Sustainable Marketing, Predictive Sales, Predictive Analytics, Digital Transformation in Organizations, Cash Receipts, Pinch Point, Manufacturing Best Practices, Sales analytics, Decision Support Systems, Group Revenue, Threshold Alerts, Merchandise Sales, Profit Per Employee, Agent Feedback, Purchase Tracking, Organic Reach, Incremental Delivery, Investment Pitch, Privacy Regulations, Personal Selling, Compensation and Benefits, Tax Calculations, Financial Engineering, Employee Motivation, Sales Objections, Business Valuation, Price Benchmarking, Software Applications, Adapting To New Technologies, Sales Metrics, Extract Class, Property Appraisal, Process Quality, Cybersecurity Awareness, Billing and Collections, Customer Experience Marketing, Net Present Value, Customer Centric Product Design, Delivery Timelines, Information Flow, In App Purchases, Targeted Customers, Skill Development, Incentives And Rewards, Spend Reporting, Task Delegation, Analysis & Reflection, Days Sales Outstanding, Advertising Effectiveness, Relationship Marketing, Market Positioning, Team Goals, Market Validation, Demand Generation, Competitor marketing campaigns, Internal Control Components, Touch It, AI Technologies, In-Store Displays, Marketing And Sales, Adaptable Leadership, Customized Products, Emotional Selling, Adaptive Selling, sales revenue, Expense Monitoring, Market Partnership, Artificial Intelligence in Sales, ROI Optimization, Tailored Marketing, Change Adoption, Spend Management, Lead Funnel, Sage 300, Product Revenue, Sales Organization, Churn Rate, Leadership Skills, Marketing Strategy, Sale Closures, Execution Efforts, Unrealistic Expectations, Supplier Collaboration, Quarter Margin, Product Mix Distribution, Customer Trust, Experiential Marketing, Inventory Management, Skill training, Relationship Selling, Sales Orders, New Development, Risk assessment standards, Invoice Approval Process, Communication In Crisis, Full Due Diligence, Sales Training, System Integration, Service Redesign, Customer Conversations, Execution Planning, Professional Image, Brand Consistency, Level Manager, Customer Support Strategy, Order Picking, AI Development, Intellectual Property Protection, Initiatives Going, Sales Channels, Paid Social Media Strategy, Holding Companies, Budget Forecasting, Subscription Based Services, Average Transaction, Competitor Strategy, Comparable Sales, Profit Projections, Development Costs, ERP Project Team, Recovery of Investment, AI in Augmented Reality, System Dynamics, Accounts Receivable, Sales Channel Strategy, Virtual Assistants, Image Processing, Incentive Plans, In Stock Levels, Forward And Reverse, Customer Retention, Sales Pricing, Order Processing Time, Customer Discussions, ESG, Consumer Insights, Lead Time Reduction, Repeat Business, Effective Follow Up, ROI Tracking, Remote Customer Service, Software Selection, Personal Branding, Cognitive Biases, Flash Sales, Persuasive Voice, Sales Enablement, Sales Discounts, Sales Team, Response Rate, Customer Segmentation in Sales, Performance Coaching, Data Analytics Business Insights, Billing Solutions, CRM Solutions, Customer Satisfaction, One On One Meetings, Productivity Apps, Smart Retail, Productivity Levels, Management Consulting, Larger Customers, Production Capacity, Sustaining Improvement, Purchasing Habits, Financial Targets, Sales Management, Product Value, Quality Monitoring, Master Data Management, Legal Chain, Sales Forecasting, Personal Relationship, Believe Having, Functional Areas, Scalable Power, Manager Selection, Coaching Conversations, Coordinating Goals, Precise Engagement, Growth Segments, Online Banking, Social Impact, Motivation Culture, Thought Leadership, Sales Forecast, Customer Segmentation, Competitor pricing strategy, Current Release, Event Follow Up, Team Processes, Executive Compensation, Supply Chain Collaboration, Sales Cycles, Incremental Learning, Retail Execution, iDempiere, Quantifiable Metrics

    Revenue Forecasting Assessment Project Readiness Kit – Utilization, Solutions, Advantages, BHAG (Big Hairy Audacious Goal):


    Revenue Forecasting

    Revenue forecasting is the process of predicting future financial revenue for a company. This involves identifying high and low performing sales agreements to estimate revenue realization.

    Solutions:
    1. Use data analytics and sales tracking systems to accurately forecast revenue from different agreements.
    2. Conduct regular performance evaluations and adjust sales strategies accordingly.
    3. Implement incentive programs and rewards for high performing sales agreements.
    4. Focus on high potential markets and clients for increased revenue opportunities.
    5. Train sales teams on effective negotiation and upselling techniques.
    6. Offer discounts or promotions to encourage customers to enter into higher revenue deals.
    7. Utilize customer relationship management (CRM) software to identify and prioritize profitable agreements.
    8. Monitor industry trends and adapt sales approaches to align with changing market demands.
    9. Collaborate with other departments, such as marketing, to generate leads and increase revenue potential.
    10. Continuously review and revise revenue forecasting methods to ensure accuracy and effectiveness.

    Benefits:
    1. Accurate revenue forecasts enable better decision making and resource allocation.
    2. Performance evaluations help identify strengths and weaknesses in sales strategies.
    3. Incentive programs motivate sales teams and drive higher performance.
    4. Focusing on high potential markets and clients leads to increased revenue opportunities.
    5. Training on negotiation and upselling techniques improves sales skills.
    6. Offering discounts or promotions can boost revenue from existing customers.
    7. Utilizing CRM software streamlines the process of identifying high performing sales agreements.
    8. Monitoring industry trends allows for adaptation and staying competitive in the market.
    9. Collaboration between departments can result in increased sales through cross-selling and upselling.
    10. Continuous review and revision of forecasting methods ensures accurate revenue projections.

    CONTROL QUESTION: Which are the high performing and low performing sales agreements based on revenue realization?

    Big Hairy Audacious Goal (BHAG) for 10 years from now:

    In 10 years, we aim to become the leading provider of revenue forecasting for companies worldwide. Our goal is to accurately predict revenue for all sales agreements, and provide actionable insights on which agreements are high performing and which are low performing based on revenue realization.

    We will achieve this by leveraging advanced data analytics and artificial intelligence tools to analyze historical sales data, current market trends, and customer behavior patterns. This will allow us to develop a dynamic and robust revenue forecasting model that adapts to changing market conditions in real-time.

    Our revenue forecasting platform will also incorporate predictive analytics to identify potential risks and opportunities for each sales agreement, helping businesses make proactive decisions to maximize revenue and mitigate potential losses.

    We will partner with top companies across various industries to continuously improve our forecasting model and provide a comprehensive solution that meets the unique needs of each business.

    With our innovative approach and commitment to precision, we envision our revenue forecasting services becoming a crucial component for businesses to accurately plan and strategize for long-term success.

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    Revenue Forecasting Case Study/Use Case example – How to use:


    Client Situation:
    ABC Corporation is a leading global technology company that provides software solutions to various industries. The client has sales agreements with different companies for the purchase of their software products. However, the revenue forecasting process of the company has been inefficient and inaccurate due to multiple factors such as lack of data-driven insights, manual processes, and inconsistent sales performance across various agreements. As a result, the client is unable to identify the high-performing and low-performing sales agreements based on revenue realization, which is crucial for their revenue growth and strategic decision-making.

    Consulting Methodology:
    To address the client′s challenges, our consulting team used a data-driven and analytical approach to develop a revenue forecasting framework. The methodology involved the following steps:

    1. Data Collection and Validation: The first step was to collect and validate the historical sales data of the client, including sales agreements, revenue generated, and other relevant metrics. This involved reviewing the current data collection processes and identifying any gaps or inconsistencies.

    2. Identification of Key Drivers: Our team then conducted a deep dive analysis of the data to identify the key drivers that impact revenue realization. These included factors such as the product type, industry, customer size, salesperson, and contract duration.

    3. Development of Predictive Models: Based on the key drivers identified, our team developed predictive models using advanced statistical techniques such as regression analysis and machine learning algorithms. These models were trained on the historical data to forecast revenue for future sales agreements.

    4. Implementation of Visualization Tools: To aid in visualizing and interpreting the results of the predictive models, we used data visualization tools such as Tableau and Power BI. This enabled the client to gain a better understanding of their revenue performance and identify any trends or patterns.

    5. Integration with Existing Systems: The final step involved integrating the revenue forecasting framework with the client′s existing systems such as CRM and accounting software to streamline the process and ensure real-time updates.

    Deliverables:
    As a result of the consulting engagement, our team delivered the following to the client:

    1. Data-Driven Revenue Forecasting Framework: The client was provided with a robust and data-driven framework for revenue forecasting, which enabled them to accurately predict revenue based on key drivers.

    2. Predictive Models: Our team developed predictive models for each sales agreement category, enabling the client to forecast revenue at a granular level.

    3. Customized Visualization Dashboards: The client was provided with customized visualization dashboards that allowed them to gain insights into their revenue performance and compare it across different sales agreements.

    4. Implementation Plan: A detailed implementation plan was presented to the client, outlining the steps and timeline for the integration of the revenue forecasting framework with their existing systems.

    Implementation Challenges:
    The implementation of the revenue forecasting framework posed several challenges, including resistance to change from sales teams, data quality issues, and the need for technical expertise. To overcome these challenges, our consulting team worked closely with the client′s stakeholders, provided training to sales teams on the new process, and ensured data integrity by implementing data validation checks.

    KPIs and Management Considerations:
    The success of the consulting engagement was measured based on the following key performance indicators (KPIs):

    1. Forecast Accuracy: The primary KPI was the accuracy of the revenue forecasts compared to the actual revenue realization. This was measured at the sales agreement level.

    2. Time Saved: The time saved in the revenue forecasting process after the implementation of the framework and automated processes.

    3. Revenue Growth: The increase in revenue attributed to the accurate forecasting of high-performing sales agreements.

    Management considerations included periodic reviews of the revenue forecasting process, continuous improvement in data collection and validation processes, and regular training for sales teams on using the framework for decision-making.

    Conclusion
    With the implementation of the revenue forecasting framework, ABC Corporation was able to accurately forecast revenue for each sales agreement, identify high-performing and low-performing agreements, and make informed decisions on resource allocation and investment. The client also achieved significant time savings in the forecasting process and saw a noticeable increase in revenue growth from their high-performing agreements. This case study demonstrates the importance of data-driven insights and predictive models in revenue forecasting, and how it can positively impact a company′s bottom line.

    References:
    1. The Impact of Data-Driven Insights on Revenue Forecasting Accuracy. (Market Research Report). Retrieved from https://www.mirasmart.com/market-study-data-driven-insights-revenue-forecasting-accuracy/
    2. Yoo, C. S., & Jeong, B. K. (2016). The effects of regression analysis on the accuracy of forecasting sales revenue. Journal of Intelligent & Fuzzy Systems, 31(6), 3033-3040.
    3. Mannucci, G., Giannelli, V. C., Angelini, V., Pelagalli, E., & Balduzzi, G. (2019). Using machine learning algorithms to estimate sales volumes from marketing actions in different consumer segments. International Journal of Engineering Business Management, 11, 1-11.

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