The Sales Forecast and Financial Management in the Small Manufacturing Firm

Abstract

The importance of an accurate sales forecast to financial management in general is well document­ ed. 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 sophistica­ tion of methods, and in the commitment of resources to the sales forecasting effort.