LEADER 02689nam 2200601 a 450 001 9910779498103321 005 20161219111552.0 010 $a1-4522-3839-1 010 $a1-4522-0444-6 010 $a1-4522-2237-1 035 $a(CKB)2550000000107878 035 $a(EBL)996447 035 $a(OCoLC)809771955 035 $a(SSID)ssj0000705911 035 $a(PQKBManifestationID)11410738 035 $a(PQKBTitleCode)TC0000705911 035 $a(PQKBWorkID)10626259 035 $a(PQKB)11127197 035 $a(MiAaPQ)EBC996447 035 $a(OCoLC)1007861179 035 $a(StDuBDS)EDZ0000072034 035 $a(EXLCZ)992550000000107878 100 $a20120412d2005 fy 0 101 0 $aeng 135 $aur||||||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aSales forecasting management$b[electronic resource] $ea demand management approach /$fJohn T. Mentzer, Mark A. Moon 205 $a2nd ed. 210 $aThousand Oaks, Calif. ;$aLondon $cSAGE$dc2005 215 $a1 online resource (xv, 347 p.) $cill 300 $aDescription based upon print version of record. 311 $a1-322-28300-1 311 $a1-4129-0571-0 320 $aIncludes bibliographical references (p. 331-335) and index. 327 $aCover; 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 330 8 $aMentzer 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,. 606 $aSales forecasting 606 $aMarketing research 606 $aMarketing$xManagement 615 0$aSales forecasting. 615 0$aMarketing research. 615 0$aMarketing$xManagement. 676 $a658.818 700 $aMentzer$b John T$01533511 701 $aMoon$b Mark A.$f1955-$01533512 801 0$bStDuBDS 801 1$bStDuBDS 906 $aBOOK 912 $a9910779498103321 996 $aSales forecasting management$93780536 997 $aUNINA