| strategic planning (p. 84) | forecasting (p.101) |
| tactical planning (p. 84) | market potential (p.101) |
| operational planning (p. 84) | sales forecast (p.101) |
| mission statement (p. 85) | demand (p.101) |
| market penetration strategies (p. 88) | jury of executive opinion
(p.103) |
| market development strategies (p.
88) | salesforce composite (p.103) |
| diversification (p. 88) | survey of buyer intentions
(p.103) |
| SWOT analysis (p. 89) | Delphi technique (p.104) |
| core competencies (p. 90) | time-series analysis (p.104) |
| strategic window (p. 91) | trend analysis (p.104) |
| strategic business unit (SBU) (p. 92) | exponential smoothing
(p.104) |
| portfolio plan (p.92) | market test (p.104 ) |
| product development strategies (p.
88) | |
