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Sales forecasting management : a demand management approach

Author: John T Mentzer; Mark A Moon
Publisher: Thousand Oaks, Calif. : Sage Publications, ©2005.
Edition/Format:   Print book : English : 2nd edView all editions and formats
Summary:
"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
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: John T Mentzer; Mark A Moon
ISBN: 1412905710 9781412905718
OCLC Number: 55990213
Description: xv, 347 pages : illustrations ; 23 cm
Contents: Managing the sales forecasting process --
Sales forecasting performance measurement --
Time series forecasting techniques --
Regression analysis --
Qualitative sales forecasting --
Sales forecasting systems --
Benchmark studies : the surveys --
Benchmark studies : world-class forecasting --
Benchmark studies : conducting a forecasting audit --
Managing the sales forecasting function.
Responsibility: John T. Mentzer, Mark A. Moon.
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Abstract:

Mentzer and Moon apply their 25 years of sales forecasting management research to their techniques for sales forecasting. They cover managing the process, performance measurement, regression  Read more...

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"The book integrates the theory and practice of sales forecasting management by providing comprehensive coverage of the techniques and applications of sale forecasting analysis. The second edition of Read more...

 
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