Sales Forecasting Management
Understanding the Techniques, Systems and Management of the Sales Forecasting Process
1st Edition
Published on 26. February 1998
Book
Hardback
288 pages
978-0-7619-0823-4 (ISBN)
Description
Incorporating 25 years of sales forecasting benchmarking research with more than 400 companies, Sales Forecasting Management integrates the theory and practice of sales forecasting management. The book combines coverage of the techniques and applications of sales forecasting analysis with a management focus to provide managers and users with a clear understanding of the forecasting needs of all business functions.
The book includes a free demonstration cassette of the authors' Multicaster software system, used by many companies to develop quantitative sales forecasts.
The book includes a free demonstration cassette of the authors' Multicaster software system, used by many companies to develop quantitative sales forecasts.
More details
Language
English
Place of publication
Thousand Oaks
United States
Target group
Professional and scholarly
Dimensions
Height: 229 mm
Width: 152 mm
Weight
486 gr
ISBN-13
978-0-7619-0823-4 (9780761908234)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
Dr. John T. (Tom) Mentzer is the Harry J. and Vivienne R. Bruce Chair of Excellence in Business in the Department of Marketing, Logistics and Transportation at the University of Tennessee. He has written more than 170 papers and articles, which have appeared in the Journal of Marketing, Journal of the Academy of Marketing Science, the Journal of MacroMarketing, Industrial Marketing Management, the Journal of Marketing Education, the Columbia Journal of World Business, Research in Marketing, Social Indicators Research, the International Journal of Physical Distribution and Materials Management, the Journal of Business Logistics, the Logistics and Transportation Review, Transportation Journal, the Journal of Business Research, Advances in Business Research, the Journal of Forecasting, the Journal of Business Forecasting, and numerous conference proceedings. He has co-authored five books: SUPPLY CHAIN MANAGEMENT, SALES FORECASTING MANAGEMENT, SIMULATED PRODUCT SALES FORECASTING, MARKETING TODAY, and READINGS IN MARKETING TODAY and edited the monograph MARKETING EDUCATION SOFTWARE. Dr. Mentzer was recognized in 1996 as one of the five most prolific authors in the Journal of the Academy of Marketing Science, and in 1999 as the most prolific author in the Journal of Business Logistics. He was awarded the Academy of Marketing Science Outstanding Marketing Teacher Award in 2001.
Content
Managing the Sales Forecasting Process
Sales Forecasting Performance Measurement
Time Series Forecasting Techniques
Regression Analysis
Qualitative Sales Forecasting
Sales Forecasting Systems
Benchmarking Studies
The Surveys
Benchmarking Studies
In-Depth Analysis
Multicaster Book Version
Managing the Sales Forecasting Function
Sales Forecasting Performance Measurement
Time Series Forecasting Techniques
Regression Analysis
Qualitative Sales Forecasting
Sales Forecasting Systems
Benchmarking Studies
The Surveys
Benchmarking Studies
In-Depth Analysis
Multicaster Book Version
Managing the Sales Forecasting Function