Sales Forecasting Management : a Demand Management Approach.

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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Mentzer, John T.
Otros Autores: Moon, Mark A., 1955-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Thousand Oaks : SAGE Publications, 2004.
Temas:
Sales forecasting > Management.
Marketing research > Management.
Ventes > Prévision > Gestion.
Marketing > Recherche > Gestion.
Marketing research > Management
Sales forecasting > Management
Acceso en línea:Texto completo

MARC

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520 |a 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. 
505 0 |a Cover; Contents; Preface; Chapter 1 -- Managing the Sales Forecasting Process; Chapter 2 -- Sales Forecasting Performance Measurement; Chapter 3 -- Time Series Forecasting Techniques; Chapter 4 -- Regression Analysis; Chapter 5 -- Qualitative Sales Forecasting; Chapter 6 -- Sales Forecasting Systems; Chapter 7 -- Benchmark Studies: The Surveys; Chapter 8 -- Benchmark Studies: World-Class Forecasting; Chapter 9 -- Benchmark Studies: Conducting a Forecasting Audit; Chapter 10 -- Managing the Sales Forecasting Function; References; Index; About the Authors 
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