Sales Forecasting Management: Understanding the Techniques, Systems and Management of the Sales Forecasting Process

by John Tom Mentzer, Carol C. Bienstock

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.

288 pages, Paperback

Published January 27, 1998