Sales Forecasting Management A Demand Management Approach

Name: Sales Forecasting Management A Demand Management Approach
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ISBN: 9781412905718

ISBN-10: 1412905710

ISBN-13: 9781412905718

Edition: 2nd 2005 (Revised)

Authors: John T. Mentzer, Mark A. Moon, John T. Mentzer

List price: $151.00

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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…

Book details

List price: $151.00
Edition: 2nd
Copyright year: 2005
Publisher: SAGE Publications, Incorporated
Publication date: 11/23/2004
Binding: Paperback
Pages: 368
Size: 6.00" wide x 9.00" long x 1.00" 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.

Dr. John T. (Tom) Mentzer is the Harry J. and Vivienne R. Bruce Chair of Excellence in Business in the Department of Marketing, Logistics and Transportation at the University of Tennessee. He has written more than 170 papers and articles, which have appeared in the Journal of Marketing, Journal of the Academy of Marketing Science, the Journal of MacroMarketing, Industrial Marketing Management, the Journal of Marketing Education, the Columbia Journal of World Business, Research in Marketing, Social Indicators Research, the International Journal of Physical Distribution and Materials Management, the Journal of Business Logistics, the Logistics and Transportation Review, Transportation…



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