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Sales Forecasting Management: A Demand Management Approach | 
 enlarge | Authors: John Tom Mentzer, Mark A. Moon
Publisher: Sage Publications, Inc
Category: Book
List Price: $61.95
Buy New: $55.75
You Save: $6.20 (10%)
New (17) from $55.75
Avg. Customer Rating:  3 reviews
Sales Rank: 80131
Media: Paperback
Edition: 2nd
Number Of Items: 1
Pages: 368
Shipping Weight (lbs): 1.1
Dimensions (in): 8.9 x 6 x 0.8
ISBN: 1412905710
Dewey Decimal Number: 658.818
EAN: 9781412905718
ASIN: 1412905710
Publication Date: November 23, 2004
Availability: Usually ships in 1-2 business days
Condition: SHIPS FAST! via UPS(AK/HI Priority Mail) within 24 hours/ NEW book
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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 Editionis 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)
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| Customer Reviews:
 Sales Forecasting by Mentzer May 5, 2008
Best book of Sales Forecasting I have read, especially the chapters on forecast accuracy measurement and best practice.
 Very Theortical Approach to Forecasting February 3, 2007
2 out of 3 found this review helpful
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.
 Yet another excellent book from Tom Mentzer - a must read. April 12, 2005
6 out of 9 found this review helpful
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.
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