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Mentzer, John T.,

Sales forecasting management : understanding the techniques, systems, and management of the sales forecasting process / John T. Mentzer & Carol C. Bienstock. - xiv, 274 pages : illustrations ; 23 cm

Includes bibliographical references and index.

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


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

ISBN: 0761908226 9780761908227 0761908234 9780761908234

LCCN: 97033746

Subjects--Topical Terms:
Sales forecasting--Management
Marketing research--Management

LC Class. No.: HF5415.2. / M393 1998

Dewey Class. No.: 658.818