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.  

Benchmark Studies: World-Class Forecasting
Benchmark studies: World-class forecasting

During the analysis of Phase 2 of the benchmark studies, we frequently asked the question, “I wonder what the respondent meant by that answer?” Equally often, the comment was made, “It would be great to be able to ask a follow-up question so we could really ...

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