Sales Forecasting Management: Understanding the Techniques, Systems and Management of the Sales Forecasting Process - Softcover
Synopsis
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 companiesÆ 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.
"synopsis" may belong to another edition of this title.
About the Author
Dr. John T. (Tom) Mentzer is the Harry J. and Vivienne R. Bruce Chair of Excellence in Business in the Department of Marketing, Logistics and Transportation at the University of Tennessee. He has written more than 170 papers and articles, which have appeared in the Journal of Marketing, Journal of the Academy of Marketing Science, the Journal of MacroMarketing, Industrial Marketing Management, the Journal of Marketing Education, the Columbia Journal of World Business, Research in Marketing, Social Indicators Research, the International Journal of Physical Distribution and Materials Management, the Journal of Business Logistics, the Logistics and Transportation Review, Transportation Journal, the Journal of Business Research, Advances in Business Research, the Journal of Forecasting, the Journal of Business Forecasting, and numerous conference proceedings. He has co-authored five books: SUPPLY CHAIN MANAGEMENT, SALES FORECASTING MANAGEMENT, SIMULATED PRODUCT SALES FORECASTING, MARKETING TODAY, and READINGS IN MARKETING TODAY and edited the monograph MARKETING EDUCATION SOFTWARE. Dr. Mentzer was recognized in 1996 as one of the five most prolific authors in the Journal of the Academy of Marketing Science, and in 1999 as the most prolific author in the Journal of Business Logistics. He was awarded the Academy of Marketing Science Outstanding Marketing Teacher Award in 2001.
"About this title" may belong to another edition of this title.
Other Popular Editions of the Same Title
Search results for Sales Forecasting Management: Understanding the Techniques,...
Stock Image
Sales Forecasting Management: Understanding the Techniques, Systems and Management of the Sales Forecasting Process
Published by
SAGE Publications, Inc, 1998
ISBN 10: 0761908226
ISBN 13: 9780761908227
Used
Soft cover
First Edition
Seller: RiLaoghaire, Knoxville, TN, U.S.A.
Seller rating 5 out of 5 stars
Soft cover. Condition: Fair. 1st Edition. A few minor marks to edges of closed pages; slightly cocked spine; light wear to corners and edges of white softcover; tiny bumps to corners; a couple minor creases; several minor scratches/ dings to cover; weighs 1 pound and 1 ounce; measures 9 by 6 by .75 inches; first listed 8/25/16; 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. Seller Inventory # 11284
Stock Image
Sales Forecasting Management: Understanding the Techniques, Systems and Management of the Sales Forecasting Process
Seller: ThriftBooks-Atlanta, AUSTELL, GA, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0761908226I4N00
Stock Image
Sales Forecasting Management: Understanding the Techniques, Systems and Management of the Sales Forecasting Process
Seller: ThriftBooks-Dallas, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0761908226I4N00