Sales Forecasting Management: A Demand Management Approach

by John Mentzer, Mark A. Moon

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.

368 pages, Paperback

First published November 23, 2004

Reviews

[Saúl Gerardo]

Great forecast based book. Definitely will be useful in 6 to 7 years