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Sales Forecasting Management: A Demand Management Approach - Tapa blanda

Mentzer, John T.; Moon, Mark A.

 
9781412905718: Sales Forecasting Management: A Demand Management Approach
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ISBN 10: 1412905710 ISBN 13: 9781412905718
Editorial: SAGE Publications, Inc, 2005

Sinopsis

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 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.  

New to This Edition:   

  • The author′s well-regarded Multicaster software system demo, previously available on cassette, has been updated and is now available for download from the authors′ Web site
  • 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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Acerca de los autores

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 Journal, the Journal of Business Research, Advances in Business Research, the Journal of Forecasting, the Journal of Business Forecasting, and numerous conference proceedings. He has co-authored five books: SUPPLY CHAIN MANAGEMENT, SALES FORECASTING MANAGEMENT, SIMULATED PRODUCT SALES FORECASTING, MARKETING TODAY, and READINGS IN MARKETING TODAY and edited the monograph MARKETING EDUCATION SOFTWARE. Dr. Mentzer was recognized in 1996 as one of the five most prolific authors in the Journal of the Academy of Marketing Science, and in 1999 as the most prolific author in the Journal of Business Logistics. He was awarded the Academy of Marketing Science Outstanding Marketing Teacher Award in 2001.



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.

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Editorial
SAGE Publications, Inc
Año de publicación
2005
Idioma
Inglés
ISBN 10 
1412905710
ISBN 13 
9781412905718
Encuadernación
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Número de edición
2
Número de páginas
368
Contacto del fabricante
no disponible
Persona responsable
GPSR Kontakt
gpsr@libri.de

Friedensallee 273
Hamburg
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Alemania

Otras ediciones populares con el mismo título

9781428812758: Studyguide for Sales Forecasting Management: A Demand Management Approach by Mentzer, ISBN 9781412905718 (Cram101 Textbook Outlines)

Edición Destacada

ISBN 10:  142881275X ISBN 13:  9781428812758
Editorial: Cram101, 2006
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