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Sales Forecasting Management: A Demand Management Approach, by John T. Mentzer, Mark A. Moon
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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.
- Sales Rank: #598447 in Books
- Brand: Brand: SAGE Publications, Inc
- Published on: 2004-11-23
- Released on: 2004-11-23
- Original language: English
- Number of items: 1
- Dimensions: 8.90" h x .83" w x 5.98" l, 1.06 pounds
- Binding: Paperback
- 368 pages
- Used Book in Good Condition
Review
"The authors have shared their valuable experiences and knowledge gained over the years while working with companies on sales forecasting. The book comprises of ten chapters in total and provides good coverage. The book well describes the issues, developments and required understanding about sales forecasting practices with illustrations and required possible information through appendixes and notes at the end of chapters where needed." (Anita Goyal The Journal of Business Perspective 2006-08-21)
"The book integrates the theory and practice of sales forecasting management by providing comprehensive coverage of the techniques and applications of sale forecasting analysis. The second edition of the book provides new insights on the critical area of qualitative forecasting. Significant reorganization and updating has been done to strengthen and improve the material for the second edition. It will be very useful for academics as well as business executives who will find much of value and insight from the book." (B. D. Pande Personnel Today 2006-10-10)
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.
Most helpful customer reviews
7 of 10 people found the following review helpful.
Yet another excellent book from Tom Mentzer - a must read.
By G. Margolis
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.
1 of 2 people found the following review helpful.
Sales Forecasting by Mentzer
By S. Tonner
Best book of Sales Forecasting I have read, especially the chapters on forecast accuracy measurement and best practice.
0 of 0 people found the following review helpful.
it is absolutely useless book
By Sveta
I should believe a guy who wrote that it is a useless book. There are many obvious information and instead of good examples there are a lot of theory. It is really bad that this book doesn't have reco for whom it was written. It is really bad that there is no their previous book online. I think the previous one was better.
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