Research Catalog

Title

Sales forecasting management : understanding the techniques, systems, and management of the sales forecasting process / John T. Mentzer & Carol C. Bienstock.

Author

Mentzer, John T.

Publication

Thousand Oaks : Sage Publications, [1998], ©1998.

Items in the Library & Off-site

Holdings

Details

Additional Authors

Bienstock, Carol C.

Description

xiv, 274 pages : illustrations; 23 cm +

Summary

• 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.
• Practitioners in marketing, sales, finance/accounting, production/purchasing, and logistics will find this volume essential. Sales Forecasting Management is an ideal text for graduate courses in sales forecasting management. Included with the text is a free demonstration version of the authors' Multicaster software system, which is used by many companies to develop quantitative sales forecasts.

Subjects

• Sales forecasting > Management
• Marketing research > Management

Bibliography (note)

• Includes bibliographical references and index.

System Details (note)

• System requirements for accompanying computer disk: IBM PC or compatible system; Multicaster.

Contents

Ch. 1. Managing the Sales Forecasting Process -- Ch. 2. Sales Forecasting Performance Measurement -- Ch. 3. Time-Series Forecasting Techniques -- Ch. 4. Regression Analysis -- Ch. 5. Qualitative Sales Forecasting -- Ch. 6. Sales Forecasting Systems -- Ch. 7. Benchmarking Studies: The Surveys -- Ch. 8. Benchmarking Studies: In-Depth Analysis -- Ch. 9. Multicaster Book Version -- Ch. 10. Managing the Sales Forecasting Function.

ISBN

• 0761908234 (cloth : acid-free paper)
• 0761908226 (pbk. : acid-free paper)

LCCN

97033746

OCLC

• 37392896
• ocm37392896

Owning Institutions

Columbia University Libraries