Sales Forecasting Management: A Demand Management Approach

by John Tom Mentzer, Mark A. Moon

List Price:	~~$63.95~~
Amazon Price:	$57.55 & eligible for FREE Super Saver Shipping on orders over $25.
You Save:	$6.40 (10%)
Average Rating:
Lowest New Price:	$48.00
Availablitiy:	Usually ships in 24 hours

Editorial Reviews
Product Description
We've extended our offer! Order your copy online now through December 15th to save 20% and get free shipping! Go to www.sagepub.com/mentzerdiscount to place your order today.

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.

New to This Edition:

The author’s well-regarded Multicaster software system demo, previously available on cassette, has been updated and is now available for download from the authors’ Web site www.jtmassociates.com
New insights on the critical area of qualitative forecasting are presented
The results of additional surveys done since the publication of the first edition have been added
The discussion of the four dimensions of forecasting management has been significantly enhanced
Significant reorganization and updating has been done to strengthen and improve the material for the second edition.

Sales Forecasting Management is an ideal text for graduate courses in sales forecasting management. Practitioners in marketing, sales, finance/accounting, production/purchasing, and logistics will also find this easy-to-understand volume essential. (20060821)

Customers who bought this item also bought

All Customer Reviews
Average Customer Review: 3.5 out of 5 stars

0 of 0 people found the following review helpful:

4 out of 5 stars

Sales Forecasting by Mentzer, 2008-05-05
Best book of Sales Forecasting I have read, especially the chapters on forecast accuracy measurement and best practice.

2 of 3 people found the following review helpful:

2 out of 5 stars

Very Theortical Approach to Forecasting, 2007-02-03
This is a very theoretical book.It is for the faint hearted who want to understand theory and do not want to apply in practice. This is not suited if you are looking to use the forecasting techniques in the next 24 hours to forecast sales of your business or your bank account balance or developing cool forecasting models.

Good book to understand the basics and theoretical aspects of forecasting. I recommend a triple espresso if you plan to sit wit this for a few hours.

8 of 11 people found the following review helpful:

5 out of 5 stars

Yet another excellent book from Tom Mentzer - a must read., 2005-04-12
This is an updated edition of Dr. Tom Mentzer's seminal work on the topic of sales forecasting. While Tom has kept the original material which clearly elucidates his groundbreaking approach to statistical forecasting, this edition includes updates on the topic of demand management and systems. This book is very well written and does a great job bringing an arcane subject to life. It serves as an excllent primer and is a great reference on topics related to demand management. Additional papers written by Tom Mentzer can be found at the Steelwedge website.

Price is accurate as of the date/time indicated. Prices and product availability are subject to change. Any price displayed on the Amazon website at the time of purchase will govern the sale of this product.