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

By John Tom Mentzer

Book Overview

Incorporating 25 years of sales forecasting management research with more than 400 companies, Sales Forecasting Management 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 Carol C. Bienstock 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. Practitioners in marketing, sales, finance/accounting, production/purchasing, and logistics will find this easy-to-understand volume essential. Sales Forecasting Management is an ideal text for graduate courses in sales forecasting management.

• Format: Hardcover
• Language: English
• ISBN: 0761908234
• ISBN13: 9780761908234
• Release Date: August 1970
• Publisher: SAGE Publications, Incorporated
• Length: 288 Pages
• Weight: 0.13 lbs.
• Dimensions: 9.3" x 6.0" x 9.0"

Customer Reviews

how and why to develop sales forecasts

Sales Forecasting Management provides an easy coverage of both quantitative and qualitative forecasting techniques along with a clear understanding of the forecasting needs within a company. Special skills in mathematics are not needed to go through the first chapters. Understanding becomes easier as you advance in your reading. I grade it 4 stars for its unique and relevant topics. The book is easy to understand although personal effort is constantly needed from begining to end. Pierre Achard, MD.

The Best Book Ever Written On The Subject

Anyone who ever wants to improve thier companies ability to forecast demand should read this book. The book is filled with excellent examples of both qualitative and quanitative techniques that will help to improve the forecasting process. In addition, an excellent benchmark study is examined that shows how companies currently use forecast and how to improve the forecasting process. This book is a must. Thanks Mentzer