Publisher description for Sales forecasting management : understanding the techniques, systems, and management of the sales forecasting process / John T. Mentzer & Carol C. Bienstock.


Bibliographic record and links to related information available from the Library of Congress catalog


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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.


Library of Congress subject headings for this publication:
Sales forecasting -- Management.
Marketing research -- Management.