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eBook Sales Forecasting Management: Understanding the Techniques, Systems and Management of the Sales Forecasting Process download

by Carol Bienstock,John T. Mentzer

eBook Sales Forecasting Management: Understanding the Techniques, Systems and Management of the Sales Forecasting Process download ISBN: 0761908226
Author: Carol Bienstock,John T. Mentzer
Publisher: SAGE Publications, Inc; Pap/Dskt edition (January 1, 1998)
Language: English
Pages: 288
ePub: 1123 kb
Fb2: 1329 kb
Rating: 4.3
Other formats: mbr docx lrf txt
Category: Work and Money
Subcategory: Marketing and Sales

Sales Forecasting Management provides an easy coverage of both quantitative and qualitative forecasting techniques along with a clear understanding of the forecasting needs within a company.

Sales Forecasting Management provides an easy coverage of both quantitative and qualitative forecasting techniques along with a clear understanding of the forecasting needs within a company. Special skills in mathematics are not needed to go through the first chapters. Understanding becomes easier as you advance in your reading.

Sales Forecasting Management book.

John T. (Tom) Mentzer was born on December 7, 1951 in Harpers Ferry, West Virginia. Sales Forecasting Management: Understanding the Techniques, Systems and Management of the Sales Forecasting Process (1998). Supply Chain Management (2000). He continued his studies at Michigan State University, graduating with an MBA and a P. After completing his studies, Mentzer worked for General Motors and then took a position at Virginia Polytechnic Institute (Virginia Tech) in Blacksburg, Virginia, where he stayed for 17 years.

Managing the sales forecasting process - Sales .

Managing the sales forecasting process - Sales forecasting performance measurement - Time series forecasting techniques - Regression analysis - Qualitative sales forecasting - Sales forecasting systems - Benchmark studies : the surveys - Benchmark studies : world-class forecasting - Benchmark studies : conducting a forecasting audit - Managing the sales forecasting function

Forecasting provides them this knowledge. Similarly, an opinion poll of the sales representatives, wholesalers or marketing experts may be helpful in formulating demand projections.

Forecasting provides them this knowledge. Forecasting is the process of estimating the relevant events of future, based on the analysis of their past and present behaviour. The future cannot be probed unless one knows how the events have occurred in the past and how they are occurring presently. If opinion polls give widely divergent views, the experts may be called for discussion and explanation of why they are holding a particular view.

Read "Sales Forecasting Management A Demand Management Approach" by John T. Mentzer .

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.

by Carol C. Bienstock and John Tom Mentzer.

Sales Forecasting Management : Understanding the Techniques, Systems and Management of the Sales Forecasting Process. by Carol C.

PDF Sales forecasting is a common activity in most companies affecting operations, marketing and planning. Little is known about its practice. Got it. We value your privacy.

Incorporating 25 years of sales forecasting benchmarking research with more than 400 companies, Sales Forecasting Management integrates the theory and practice of sales forecasting management. The book combines coverage of the techniques and applications of sales forecasting analysis with a management focus to provide managers and users with a clear understanding of the forecasting needs of all business functions.

The book includes a free demonstration cassette of the authors′ Multicaster software system, used by many companies to develop quantitative sales forecasts.

Comments: (3)
Alexandra
Anyone who ever wants to improve thier companies ability to forecast demand should read this book. The book is filled with excellent examples of both qualitative and quanitative techniques that will help to improve the forecasting process. In addition, an excellent benchmark study is examined that shows how companies currently use forecast and how to improve the forecasting process. This book is a must. Thanks Mentzer
Super P
Sales Forecasting Management provides an easy coverage of both quantitative and qualitative forecasting techniques along with a clear understanding of the forecasting needs within a company. Special skills in mathematics are not needed to go through the first chapters. Understanding becomes easier as you advance in your reading. I grade it 4 stars for its unique and relevant topics. The book is easy to understand although personal effort is constantly needed from begining to end. Pierre Achard, MD.
Thabel
I started reading this book and I really liked it at the beginning. It was clear and very simple. After some chapters it become a little confuse and then... half the book is used to tell authors esperiences and benchmark data that don't teach much to you. On the other hand the software that is included to practice forecasting techniques doesn't works in the way the book tells (it's a mess).

Really I enjoy only the first half of the book.