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Sales Forecasting Management

Sales Forecasting Management
A Demand Management Approach

Second Edition
  • John T Mentzer - University of Tennessee, Knoxville, USA, Tennessee Department of Mental Health and Mental Retardation
  • Mark A Moon - University of Tennessee-Knoxville, Tennessee, University of Tennessee-Knoxville, USA

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January 2005 | 364 pages | SAGE Response
The Second Edition of Sales Forecasting Management 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. Bringing together 25 years of sales forecasting management research with more than 400 companies, this is the first text to truly integrate the theory and practice of sales forecasting management.

Highlights of this new edition are:

New insights on the critical area of qualitative forecasting

Includes results of additional surveys done since the publication of the first edition

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

The author's well-regarded Multicaster software system demo, which has been updated and is now available for download from the authors' Web site

Managing the Sales Forecasting Process

Sales Forecasting Performance Measurement

Time Series Forecasting Techniques

Regression Analysis

Qualitative Sales Forecasting

Sales Forecasting Systems

Benchmark Studies: The Surveys

Benchmark Studies: The Surveys

Benchmark Studies: World-Class Forecasting

Benchmark Studies: Conducting a Forecasting Audit

Managing the Sales Forecasting Function




John Thomas Mentzer, Jr.

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... More About Author

Mark A. Moon

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. More About Author

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ISBN: 9788178295053