000			03043nam a2200301Ia 4500
001			688
008			230305s2005 xx 000 0 und d
020			_a9781412905718
040			_cTBS
041			_aeng
245		0	_aSales forecasting management
250			_a2ª ed
260			_aLos Angeles ; London ; New Delhi ; Singapore ; Washington DC ; Melbourne _bSAGE, _c2005
300			_axv + 347 p. ; 23 cm
500			_aa demand management approach
505			_aSales forecasting performance measurement _rTime series forecasting techniques-- _rRegression analysis-- _rQualitative sales forecasting-- _rSales forecasting systems.--
520			_aIncorporating 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. ; ;
630			_aHF COMMERCE _914
650			_aSales forecasting _xManagement _94207
650			_aMarketing research _xManagement _94208
700			_aMoon, Mark A. _eAuthor
700			_aMentzer, John T. _eAuthor
856			_uhttp://books.google.com/books?id=mEaf-DLJUGEC&printsec=frontcover&dq=sales+forecasting+management+mentzer&hl=es&ei=iSObTbWXEouq8AOl8I3lBg&sa=X&oi=book_result&ct=result&resnum=1&ved=0CDEQ6AEwAA#v=onepage&q&f=false
902			_a352
905			_am
942			_a1 _2ddc
999			_c691 _d691