Sales Forecasting Management A Demand Management Approach

ISBN-10: 1412905710

ISBN-13: 9781412905718

Edition: 2nd 2005 (Revised)

List price: $101.00
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Description: Incorporating 25 years of sales forecasting management research with more than 400 companies, Sales Forecasting Management, Second Edition nbsp;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.nbsp;nbsp; New to This Edition:nbsp;nbsp;nbsp; The authors well-regarded Multicaster software system demo, previously available on cassette, has been updated and is now available for download from the authors Web site www.jtmassociates.com New insights on the critical area of qualitative forecasting are presented The results of additional surveys done since the publication of the first edition have been added The discussion of the four dimensions of forecasting management has been significantly enhanced Significant reorganization and updating has been done to strengthen and improve the material for the second edition. Sales Forecasting Management is an ideal text for graduate courses in sales forecasting management. Practitioners in marketing, sales, finance/accounting, production/purchasing, and logistics will also find this easy-to-understand volume essential.

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Book details

List price: $101.00
Edition: 2nd
Copyright year: 2005
Publisher: SAGE Publications, Incorporated
Publication date: 11/23/2004
Binding: Paperback
Pages: 368
Size: 6.00" wide x 8.75" long x 0.75" tall
Weight: 1.034
Language: English

Mark Moon is an Associate Professor of Marketing at the University of Tennessee, Knoxville. He earned his Ph.D. from the University of North Carolina at Chapel Hill, and his MBA and BA degrees from the University of Michigan. Mark's professional experience includes positions in sales and marketing with IBM and Xerox. He has been a member of UT's sales forecasting research team since 1996, and since that time, has published numerous articles on best practices in forecasting. Mark has played a key role in Phase 4 of the Sales Forecasting Benchmarking Studies, and has worked with 23 different companies to audit their forecasting practices.

Preface
Managing The Sales Forecasting Process
Introduction
A Demand Management Approach To Sales Forecasting
Sales Forecasting Management
Forecasts Versus Plans Versus Targets
The Role Of Sales Forecasting In Sales And Operations Planning (S&OP)
Why Is A Sales Forecast Needed?
Summary: Organizational Sales Forecasting Needs
The Tools Of Sales Forecasting Management
Sales Forecasting Management Questions
Sales Forecasting And Planning: An Iterative Process
Functional Silos
Overview Of This Book Overview Of This Book
Sales Forecasting Performance Measurement
Introduction
Sales Forecasting Accuracy
Sales Forecosting Costs
Customer Satisfaction
Putting It All Together--A Forecasting Roi Decision
Conclusions
Times Series Forecasting Techniques
Introduction
Fixed-Model Time Series Techniques
Fixed Model Time Series Techniques Summary
Open-Model Time Series Techniques
Summary
Regression Analysis
Introduction
How Regression Analysis Works
The Process Of Regression Analysis For Forecasting
Further Evaluation Of Candidate Models
Model Validation
An Example
Conclusion
Notes
Qualitative Sales Forecasting
Introduction
Qualitative Forecasting: Advantages And Problems
Summary: Qualitative Technique Advantages And Problems
Qualitative Techniques And Tools
Market Research Tools For Qualitative Forecasting
Decision Analysis Tools For Qualitative Forecasting
Summary
Appendix
Sales Forecasting Systems
Introduction
The Sales Forecasting System As A Communication Vehicle
Multicaster
Sales Forecasting Systems: Summary
Appendix
Benchmark Studies: The Surveys
Introduction
Studies Prior To Phase 1
Phase 2 Methodology
Findings Comparing Phase 1 To Phase 2
Conclusions From Comparing Phase 1 And Phase 2
Sales Forecasting Systems
Sales Forecasting Management
Forecasting In Consumer Versus Industrial Markets
Conclusions: Industrial Versus Consumer Forecasting
Conclusions From Phase 2
Benchmark Studies: World-Class Forecasting
Introduction
Functional Integration
Approach
Systems
Performance Measurement
Conclusions
Appendix: Sales Forecasting Audit Protocol
Benchmark Studies: Conducting A Forecasting Audit
Introduction
The Role Of Auditing
Management Response To Audits
Conclusions
Managing The Sales Forecasting Function
Introduction
The Role Of The Sales Forecasting Champion
The Seven Keys To Better Forecasting
Why The Ceo Should Care
The Ceo Should Care At Tellabs
Conclusions
References
Index
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