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Incorporating 25 years of sales forecasting management research with more than companies, Sales Forecasting Management, Second Edition?? 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.
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Their program of research includes two major surveys of 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??
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 andupdating 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.
In other words, the supply chain produces more than twice the amount of products from the actual demands of the end-use customer. With this model of demand forecasting, the companies would have to pay higher costs, from production cost to warehousing cost because of the amount of products being produced and stored. Demand-Planning Supply Chain From the chart, we can see the benefits of using a derived demand planning.
There are only one point of independent demand which is the company that directly serves the end-use customers.
Sales Forecasting Management: A Demand Management Approach
In this case, retailer is the one who determines the amount of products needed to fulfill the demands, and the rest of the companies will follow the derived demand from retailer which serves their immediate customer. By using this type of demand planning, the supply chain will not have to suffer the high-but-ineffective cost due to the amount of products being produced. Rather, they will be able to save the unneeded cost because of the efficiency of the production. A Model of Supply Chain Demand Management Demand creation role of marketing is tempered in supply chain management by a desire to coordinate the flow of demand across the supply chain.
Time series techniques are designed to identify historical demand pattern that repeat with time. Make it part of their jobs 2.
Sales Forecasting Management: A Demand Management Approach by John Mentzer
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John T. Subject: Sales 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. The book provides comprehensive coverage of the techniques and applications of sales forecasting analysis, combined with a managerial focus to Mentzer, J.
Mentzer, John T. SAGE Knowledge. Have you created a personal profile? Login or create a profile so that you can create alerts and save clips, playlists, and searches.
Please log in from an authenticated institution or log into your member profile to access the email feature. View Copyright Page. All rights reserved. No part of this book may be reproduced or utilized in any form or by any means, electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system, without permission in writing from the publisher.
Sales forecasting—Management. Marketing research—Management. Moon, Mark A. From that point on, we have worked with over companies in the areas of sales forecasting technique development and application, sales forecasting systems, and sales forecasting management and demand management processes. The early work led to the first of what has become four phases of sales forecasting benchmarking research.
Phase 1 was a survey in the early s of sales forecasting technique usage and satisfaction, and accuracy achieved, in companies. Phase 2 broadened this survey 10 years later to include sales forecasting techniques, systems, and management practices in companies. Phase 3 was an in-depth analysis of the sales forecasting management practices of 20 top performing companies.
Phase 4, which is still on-going today, applies what we learned in the first three phases to improve the sales forecasting performance of specific companies. We call this last phase Sales Forecasting Audits, and collectively refer to all four phases as the Benchmark Studies. In addition to the Benchmark Studies and our applied work with specific companies, we have also worked with many companies to develop sales forecasting software systems.
We have tried to bring the results of all this research and experience into this book. As such, this book is designed to give sales forecasting analysts more of an understanding of the role their function plays in the organization and to give managers of the sales forecasting function more of an understanding of the technical aspects of developing and analyzing sales forecasts. Thus, readers of this book should include new and experienced forecast analysts, new and experienced managers of the sales forecasting function, and those who work in functions that contribute to, or use, sales forecasts.
In addition , this book is designed to serve as a text for the stand-alone sales forecasting course or as a required reading for the sales forecasting section of other business undergraduate or graduate courses. Thus, readers of this book should also include undergraduate and graduate students in business schools. Therefore, the book is intended to be a tool for both students and practitioners of sales forecasting management.
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The demand histories of actual products from real companies are included with the software on the web site to provide the basis for realistic sales forecasting projects and assignments. Instructors in courses using this book are encouraged to not only assign the products that accompany the software as class projects, but also have the students gather their own data from local companies to make projects more interesting. For practitioners, the software is intended to provide a readily available environment in which to test what you have just learned in reading the book in your company.
The products already loaded in the software can be used, or we encourage practitioners to load their own demand history and apply the forecasting concepts learned in the book to see the immediate impact on their sales forecasts. As with any effort of this sort, it is not the work of just the authors, but also the input, guidance, efforts, and understanding of a legion of colleagues. We would like to thank all those who have provided this support to us in writing this book.
In general, we would like to thank the many undergraduate and graduate students we have had in our sales forecasting classes over the years for challenging us to think more thoroughly about the topics and issues involved in sales forecasting. We would also like to thank the many people with whom we have interacted on the topic of sales forecasting. In particular, we would like to thank the many individuals who provided us with their insight while we were working with the following companies:.
Our special thanks go to the following individuals for their insight, dedication, and guidance on the book:. Finally, this book would not have been possible without the understanding, love, and support of our families. For the many hours in the evenings and on weekends that we had to work on the manuscript, and received understanding in return, we most sincerely want to thank Brenda, Ashley, and Erin Mentzer, and Colin and David Moon.
Special thanks goes to Carol Ann Moon, because without her love and encouragement, the second author never would have made it. Tom Mentzer is the Harry J. He has directed all four phases of the Sales Forecasting Benchmarking Studies, served as a consultant for numerous companies in the area of sales forecasting management, taught a sales forecasting management course every year for more than 25 years, conducted numerous sales forecasting management seminars, and published six books and more than articles and papers in the areas of sales forecasting, marketing, logistics, and supply chain management.
He earned his Ph.
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 , and since that time, has published numerous articles on best practices in forecasting.
Sales Forecasting Management Demand Approach by Mentzer John Moon Mark
Mark has played a key role in Phase 4 of the Sales Forecasting Benchmarking Studies, and has worked with 25 different companies to audit their forecasting practices. CQ Press Your definitive resource for politics, policy and people. Remember me? Back Institutional Login Please choose from an option shown below.
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