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Sales Forecasting Management

A Demand Management Approach

Sales Forecasting Management by John T. Mentzer
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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.
SAGE Publications; November 2004
368 pages; ISBN 9781452238395
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Title: Sales Forecasting Management
Author: John T. Mentzer; Mark A. Moon
 
ISBNs
1452222371
9781412905718
9781452222370
9781452238395