000			02348nam a2200277 i 4500
003			MIUC
005			20200213091305.0
008			170921s2005 caua 001 | eng
020			_a9781412905718
040			_aMIUC _beng _cMIUC
082	0		_a658.818
100	1		_93126 _aMentzer, John T.
245	1	0	_aSales forecasting management : _ba demand management approach / _cJohn T. Mentzer, Mark A. Moon.
250			_a2nd ed.
260			_aThousand Oaks ; _aLondon : _bSAGE, _c2005.
300			_a347 p. : _bill. b&w ; _c23 cm.
504			_aIncludes bibliographical references (p. 331-335) and index.
505	0		_aCh. 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.
520			_aIncorporating 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.
650		0	_93127 _aSales management
650		0	_93128 _aSales forecasting _xManagement
650		0	_9579 _aMarketing research
650		0	_9579 _aMarketing research _xManagement
700	1		_93129 _aMoon, Mark A., _d1955-
942			_2ddc _cBK