Document Type

Closed Project

Publication Date

Fall 2015


Antonie J. Jetter

Course Title

Front End Management for New Product Development

Course Number

ETM 543/643


Sales forecasting plays a highly crucial role in the fuzzy front-end stage of new product development, as this stage is central to the subsequent stages of the innovation. The objective of this study is to evaluate the three commonly used techniques in sales forecasting for the FFE stage of new product development with the aim of examining their strengths and limitations as well as how the sales forecasting at this stage can be improved. They are Jury of Executive Opinion, Historical Trend Analysis, and ATAR Model. This study uses mixed research approaches, where both qualitative data from secondary sources and quantitative data from interviews are used in an attempt to meet the research objectives. The data collected through the interviews are statistically analysed and the findings compared with the information obtained from secondary sources to meet the research objective. The results are presented that Jury of Executive Opinion and Historical Trend Analysis are most frequently used.


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