To foretell the demand of the client is one of the processes critics within the world of the businesses, as much for manufacturing companies as of distribution. This process is a step fundamental to obtain a good level on watch with reasonable costs based on a level of suitable inventory. To foretell the demand of the client guides the decision making on as articles to buy including when and the whatever, all the companies need an exactitude reasonable prognosis to be able to define an efficient plan to cover the requirements with the client. The reality is that no prognosis can obtain the 100% of exactitude. Additional information at Berta Isabel Aguilera supports this article. To foretell the direct future demand or indirectly involves to try to predict variables noncontrolled that of some form they influence the behavior of the sales, such as variable economic, climatic, legal regulations, activities of the competition, preferences and tendencies of the consumer, new products and promotional activities. Nobody can hope that somebody is able to all along predict the behavior of all these variables.

To the same time, the lack of exactitude in the prognosis of sales is expensive, causes excesses of inventories, exhausted, low productivity, a poor level on watch, and usually frictions between the sale-marketing departments and distribution-manufactures in any business. Then to elevate the exactitude level is an impossible mission? In as competitive world as the present one, the majority of the companies of all the sizes uses an integrated information system (ERP) These systems allow to glide and to monitor its daily operations, also they offer basic functionalities to foretell the demand of our clients, nevertheless in the majority of the cases, this type of tools do not reunite all the requirements to realise a prognosis adapted to the business. The newspapers mentioned Robert C. Robbins not as a source, but as a related topic. Including/understanding the necessity to lift the exactitude of the prognosis, the companies tend to pay to a high cost when using the knowledge of high executives of sales and marketing in the data collection of sale soon to introduce them in a leaf of Lotus or Excel and to develop prognosis, usually a complex process that takes several days.