Sales forecasting management : a demand management approach / John T. Mentzer, Mark A. Moon.

By:

Mentzer, John T

Contributor(s):

Moon, Mark A, 1955-

Material type:

TextPublication details: Thousand Oaks ; London : SAGE, 2005.Edition: 2nd edDescription: 347 p. : ill. b&w ; 23 cmISBN:

9781412905718

Subject(s):

DDC classification:

658.818

Contents:

Ch. 1. Management the sales forecasting process -- Ch. 2. Sales forecasting performance measurement -- Ch. 3. Time series forecasting techniques -- Ch. 4. Regression analysis -- Ch. 5. Qualitative sales forecasting -- Ch. 6. Sales forecasting systems -- Ch. 7. Benchmark studies: the surveys -- Ch. 8. Benchmark studies: world-class forecasting -- Ch. 9. Benchmark studies: conducting a forecasting audit -- Ch. 10. Managing the sales forecasting function.

Summary: Incorporating 25 years of sales forecasting management research with more than 400 companies, Sales Forecasting Management, Second Edition is the first text to truly integrate the theory and practice of sales forecasting management. This research includes the personal experiences of John T. Mentzer and Mark A. Moon in advising companies how to improve their sales forecasting management practices. Their program of research includes two major surveys of companies' sales forecasting practices, a two-year, in-depth study of sales forecasting management practices of 20 major companies, and an ongoing study of how to apply the findings from the two-year study to conducting sales forecasting audits of additional companies. The book provides comprehensive coverage of the techniques and applications of sales forecasting analysis, combined with a managerial focus to give managers and users of the sales forecasting function a clear understanding of the forecasting needs of all business functions.

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Item type	Current library	Call number	Status	Barcode
Books	Marbella International University Centre Library	658.818 MEN sal (Browse shelf(Opens below))	Available	11811

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Includes bibliographical references (p. 331-335) and index.

Ch. 1. Management the sales forecasting process --
Ch. 2. Sales forecasting performance measurement --
Ch. 3. Time series forecasting techniques --
Ch. 4. Regression analysis --
Ch. 5. Qualitative sales forecasting --
Ch. 6. Sales forecasting systems --
Ch. 7. Benchmark studies: the surveys --
Ch. 8. Benchmark studies: world-class forecasting --
Ch. 9. Benchmark studies: conducting a forecasting audit --
Ch. 10. Managing the sales forecasting function.

Incorporating 25 years of sales forecasting management research with more than 400 companies, Sales Forecasting Management, Second Edition is the first text to truly integrate the theory and practice of sales forecasting management. This research includes the personal experiences of John T. Mentzer and Mark A. Moon in advising companies how to improve their sales forecasting management practices. Their program of research includes two major surveys of companies' sales forecasting practices, a two-year, in-depth study of sales forecasting management practices of 20 major companies, and an ongoing study of how to apply the findings from the two-year study to conducting sales forecasting audits of additional companies. The book provides comprehensive coverage of the techniques and applications of sales forecasting analysis, combined with a managerial focus to give managers and users of the sales forecasting function a clear understanding of the forecasting needs of all business functions.

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