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

By Carol C. Bienstock and John Tom Mentzer

Book Overview

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.

• Format: Paperback
• Language: English
• ISBN: 0761908226
• ISBN13: 9780761908227
• Release Date: January 1998
• Publisher: SAGE Publications, Inc
• Length: 288 Pages
• Weight: 1.05 lbs.
• Dimensions: 9.3" x 1.0" x 6.3"

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