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The Sales Forecast and Financial Management in the Small Manufacturing Firm


  • Richard Burns

    (University of Alabama, Birmingham)

  • Joe Walker

    (University of Alabama, Birmingham)


The importance of an accurate sales forecast to financial management in general is well documented. Although large firms' forecasting practices as they relate to financial management have been surveyed, this is the first such study on small (manufacturing) firms. Surprisingly, the two groups are highly similar with respect to accuracy desired accuracy achieved, the uses of the sales forecast, and in the importance of the sales forecast. However, large and small firms do differ significantly in methods, perceived sophistication of methods, and in the commitment of resources to the sales forecasting effort.

Suggested Citation

  • Richard Burns & Joe Walker, 2001. "The Sales Forecast and Financial Management in the Small Manufacturing Firm," Journal of Entrepreneurial Finance, Pepperdine University, Graziadio School of Business and Management, vol. 6(1), pages 115-128, Spring.
  • Handle: RePEc:pep:journl:v:6:y:2001:i:1:p:115-28

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    References listed on IDEAS

    1. Dalrymple, Douglas J., 1975. "Sales forecasting methods and accuracy," Business Horizons, Elsevier, vol. 18(6), pages 69-73, December.
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    More about this item


    Financial Management; Firm Performance; Sales Forecasting; Manufacturing;

    JEL classification:

    • G32 - Financial Economics - - Corporate Finance and Governance - - - Financing Policy; Financial Risk and Risk Management; Capital and Ownership Structure; Value of Firms; Goodwill
    • L25 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Firm Performance
    • L60 - Industrial Organization - - Industry Studies: Manufacturing - - - General


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