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Record Nr. |
UNINA9910479969703321 |
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Autore |
Mentzer John T |
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Titolo |
Sales forecasting management [[electronic resource] ] : a demand management approach / / John T. Mentzer, Mark A. Moon |
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Pubbl/distr/stampa |
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Thousand Oaks, Calif. ; ; London, : SAGE, c2005 |
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ISBN |
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1-4522-0444-6 |
1-4522-2237-1 |
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Edizione |
[2nd ed.] |
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Descrizione fisica |
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1 online resource (369 p.) |
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Altri autori (Persone) |
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Disciplina |
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Soggetti |
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Sales forecasting - Management |
Marketing research - Management |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references (p. 331-335) and index. |
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Nota di contenuto |
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Cover; Contents; Preface; Chapter 1 - Managing the Sales Forecasting Process; Chapter 2 - Sales Forecasting Performance Measurement; Chapter 3 - Time Series Forecasting Techniques; Chapter 4 - Regression Analysis; Chapter 5 - Qualitative Sales Forecasting; Chapter 6 - Sales Forecasting Systems; Chapter 7 - Benchmark Studies: The Surveys; Chapter 8 - Benchmark Studies: World-Class Forecasting; Chapter 9 - Benchmark Studies: Conducting a Forecasting Audit; Chapter 10 - Managing the Sales Forecasting Function; References; Index; About the Authors |
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Sommario/riassunto |
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Mentzer and Moon apply their 25 years of sales forecasting management research to their techniques for sales forecasting. They cover managing the process, performance measurement regression analysis, qualitative sales forecasting, and forecasting systems. The second edition has been reorganized and includes new insights on qualitative forecasting,. |
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