02689nam 2200601 a 450 991077949810332120161219111552.01-4522-3839-11-4522-0444-61-4522-2237-1(CKB)2550000000107878(EBL)996447(OCoLC)809771955(SSID)ssj0000705911(PQKBManifestationID)11410738(PQKBTitleCode)TC0000705911(PQKBWorkID)10626259(PQKB)11127197(MiAaPQ)EBC996447(OCoLC)1007861179(StDuBDS)EDZ0000072034(EXLCZ)99255000000010787820120412d2005 fy 0engur|||||||||||txtccrSales forecasting management[electronic resource] a demand management approach /John T. Mentzer, Mark A. Moon2nd ed.Thousand Oaks, Calif. ;London SAGEc20051 online resource (xv, 347 p.) illDescription based upon print version of record.1-322-28300-1 1-4129-0571-0 Includes bibliographical references (p. 331-335) and index.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 AuthorsMentzer 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,.Sales forecastingMarketing researchMarketingManagementSales forecasting.Marketing research.MarketingManagement.658.818Mentzer John T1533511Moon Mark A.1955-1533512StDuBDSStDuBDSBOOK9910779498103321Sales forecasting management3780536UNINA