Sales Forecasting Management: A Demand Management Approach
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Book Overview
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.
Format:Paperback
Language:English
ISBN:1412905710
ISBN13:9781412905718
Release Date:November 2004
Publisher:Sage Publications, Inc
Length:368 Pages
Weight:1.12 lbs.
Dimensions:0.7" x 6.1" x 8.9"
Customer Reviews
2 ratings
Sales Forecasting by Mentzer
Published by Thriftbooks.com User , 16 years ago
Best book of Sales Forecasting I have read, especially the chapters on forecast accuracy measurement and best practice.
Yet another excellent book from Tom Mentzer - a must read.
Published by Thriftbooks.com User , 19 years ago
This is an updated edition of Dr. Tom Mentzer's seminal work on the topic of sales forecasting. While Tom has kept the original material which clearly elucidates his groundbreaking approach to statistical forecasting, this edition includes updates on the topic of demand management and systems. This book is very well written and does a great job bringing an arcane subject to life. It serves as an excllent primer and is a great reference on topics related to demand management. Additional papers written by Tom Mentzer can be found at the Steelwedge website.
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