Sales Forecasting Management: A Demand Management Approach

by John Mentzer and Mark A. Moon

Book Overview

Incorporating 25 years of sales forecasting management research with more than 400 companies, Sales Forecasting Management, Second Edition 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...

• Format: Paperback
• Language: English
• ISBN: 1412905710
• ISBN13: 9781412905718
• Release Date: November 2004
• Publisher: Sage Publications, Inc
• Length: 368 Pages
• Weight: 1.12 lbs.
• Dimensions: 0.7" x 6.1" x 8.9"

Customer Reviews

Sales Forecasting by Mentzer

Best book of Sales Forecasting I have read, especially the chapters on forecast accuracy measurement and best practice.

Yet another excellent book from Tom Mentzer - a must read.

This is an updated edition of Dr. Tom Mentzer's seminal work on the topic of sales forecasting. While Tom has kept the original material which clearly elucidates his groundbreaking approach to statistical forecasting, this edition includes updates on the topic of demand management and systems. This book is very well written and does a great job bringing an arcane subject to life. It serves as an excllent primer and is a great reference on topics related to demand management. Additional papers written by Tom Mentzer can be found at the Steelwedge website.