Sales Forecasting Management,9780761908234

Sales Forecasting Management

by ;
Edition: Disk
ISBN13: 9780761908234
ISBN10: 0761908234
Format: Hardcover
Pub. Date: 1998-01-01
Publisher(s): Sage Pubns
List Price: $105.00

Rent Textbook

Select for Price
Add to Cart
There was a problem. Please try again later.

New Textbook

We're Sorry
Sold Out

Used Textbook

We're Sorry
Sold Out

eTextbook

We're Sorry
Not Available

Buy from our Marketplace starting at $48.95

How Marketplace Works:

  • This item is offered by an independent seller and not shipped from our warehouse
  • Item details like edition and cover design may differ from our description; see seller's comments before ordering.
  • Sellers much confirm and ship within two business days; otherwise, the order will be cancelled and refunded.
  • Marketplace purchases cannot be returned to eCampus.com. Contact the seller directly for inquiries; if no response within two days, contact customer service.
  • Additional shipping costs apply to Marketplace purchases. Review shipping costs at checkout.

Summary

Incorporating 25 years of sales forecasting benchmarking research with more than 400 companies, Sales Forecasting Management integrates the theory and practice of sales forecasting management. The book combines coverage of the techniques and applications of sales forecasting analysis with a management focus to provide managers and users with a clear understanding of the forecasting needs of all business functions.The book includes a free demonstration cassette of the authors' Multicaster software system, used by many companies to develop quantitative sales forecasts.

Table of Contents

Preface x
Chapter 1: Managing the Sales Forecasting Process
1(17)
Forecasting Versus Planning
3(1)
Why Is a Sales Forecast Needed?
4(4)
Sales Forecasting Needs of Marketing
5(1)
Sales Forecasting Needs of Sales
6(1)
Sales Forecasting Needs of Finance/Accounting
6(1)
Sales Forecasting Needs of Production/Purchasing
7(1)
Sales Forecasting Needs of Logistics
7(1)
Summary: Organizational Sales Forecasting Needs
8(1)
Tools of Sales Forecasting Management
8(7)
Sales Forecasting Techniques
8(5)
Sales Forecasting Systems
13(1)
Sales Forecasting Managerial Approaches
13(2)
Sales Forecasting Performance Measurement
15(1)
Overview of This Book
15(3)
Chapter 2: Sales Forecasting Performance Measurement
18(24)
Sales Forecasting Accuracy
20(14)
Actual Measures of Forecasting Accuracy
21(4)
Accuracy Measures Relative to a Perfect Forecast
25(5)
Accuracy Measures Relative to a Perfect Forecasting Technique
30(1)
Multidimensional Measures of Accuracy
31(1)
Measuring Accuracy Across Multiple Products
32(1)
Sales Forecasting Time Horizon
33(1)
Sales Forecasting Costs
34(5)
Management Costs
34(2)
Operations Costs
36(1)
Marketing Costs
37(1)
Putting Costs Together
38(1)
Customer Satisfaction
39(1)
Conclusions
40(2)
Chapter 3: Time-Series Forecasting Techniques
42(37)
Fixed-Model Time-Series Techniques
45(30)
The Average as a Forecast
45(4)
Moving Average
49(4)
Exponential Smoothing
53(4)
Adaptive Smoothing
57(2)
Exponential Smoothing With Trend
59(4)
Exponential Smoothing With Trend and Seasonality
63(6)
Adaptive Exponential Smoothing With Trend and Seasonality
69(5)
Fixed-Model Time-Series Techniques: Summary
74(1)
Open-Model Time-Series Techniques
75(3)
Summary
78(1)
Chapter 4: Regression Analysis
79(28)
How Regression Analysis Works
81(4)
The Process of Regression Analysis for Forecasting
85(1)
Variable Selection
86(1)
Model Construction
87(12)
Generating Candidate Models
88(4)
Further Evaluation of Candidate Models
92(7)
Model Validation
99(1)
An Example
100(3)
Conclusions
103(4)
Chapter 5: Qualitative Sales Forecasting
107(23)
Qualitative Forecasting: Advantages and Problems
109(5)
Advantages of Qualitative Forecasting Techniques
109(1)
Problems With Qualitative Forecasting Techniques
110(4)
Summary: Qualitative Technique Advantages and Problems
114(1)
Qualitative Techniques and Tools
114(14)
Expert Evaluation Techniques
114(7)
Market Research Tools for Qualitative Forecasting
121(4)
Decision Analysis Tools for Qualitative Forecasting
125(3)
Summary
128(2)
Chapter 6: Sales Forecasting Systems
130(22)
The Sales Forecasting System as a Communication Vehicle
131(2)
The Tool Should Fit the Problem
133(2)
Complex Systems Do Not Have to Look That Way
135(1)
A "Suite" of Time-Series Techniques
135(1)
Qualitative, Time-Series, and (not or) Regression
136(2)
Let the System Tell You Which Techniques to Use
138(1)
Tell the System Which Forecasts Are Important
139(1)
Summary: Sales Forecasting Systems Principles
140(1)
MULTICASTER: An Example System
140(9)
MFS Techniques
142(2)
MFS Spreadsheet
144(5)
MFS Systems
149(1)
Sales Forecasting Systems: Summary
149(3)
Chapter 7: Benchmarking Studies: The Surveys
152(41)
Studies Prior to Phase 1
153(2)
Phase 2 Methodology
155(4)
Findings Comparing Phase 2 to Phase 1
159(10)
Familiarity
159(4)
Satisfaction
163(1)
Usage
164(1)
Application
165(2)
Conclusions From Comparing Phases 1 and 2
167(2)
Phase 2 Results
169(9)
Sales Forecasting Systems
170(3)
Sales Forecasting Management
173(5)
Forecasting in Consumer Markets Versus Industrial Markets
178(11)
Phase 2 Findings
180(7)
Conclusions: Industrial Forecasting Versus Consumer Forecasting
187(2)
Conclusions From Phase 2
189(4)
Chapter 8: Benchmarking Studies: In-Depth Analysis
193(26)
Functional Integration
195(3)
Functional Integration Stages
195(3)
Improving Functional Integration
198(1)
Approach
198(7)
Approach Stages
198(5)
Improving Forecasting Approach
203(2)
Systems
205(2)
Systems Stages
205(1)
Improving Forecasting Systems
206(1)
Performance Measurement
207(3)
Performance Measurement Stages
207(3)
Improving Forecasting Performance Measurement
210(1)
Conclusions
210(2)
Appendix: Sales Forecasting Audit Protocol
212(1)
Questions About Sales Forecasting Administration
212(3)
Specific Questions
212(3)
Questions About Sales Forecasting Systems
215(2)
Specific Questions
215(2)
Questions About Sales Forecasting Techniques
217(1)
Questions About Sales Forecasting Performance
218(1)
Chapter 9: MULTICASTER Book Version
219(22)
MBV Process
220(4)
Data Files
224(3)
Worksheet
227(7)
Settings
234(2)
Notes
236(1)
Conclusions
236(2)
Appendix A: MBV Installation
238(2)
Installation Script
238(1)
Manual Installation
239(1)
Appendix B: MBV Passwords
240(1)
Chapter 10: Managing the Sales Forecasting Function
241(23)
Sales Forecasting Management Questions
242(8)
Narrow or Broad Customer Base
242(1)
Data Characteristics
243(3)
Number of Forecasts
246(3)
New Products
249(1)
Regional Differences
249(1)
Seasonality
249(1)
Personnel and Systems Sophistication
249(1)
Budget
250(1)
Accuracy Needed
250(1)
The Sales Forecasting Process
250(3)
Sales Forecasting Managerial Approaches
253(3)
The Independent Management Approach
254(1)
The Concentrated Management Approach
254(1)
The Negotiated Management Approach
255(1)
The Consensus Management Approach
256(1)
Processes and Systems
256(2)
Sales Forecasting and Planning: An Iterative Process
258(1)
Functional Silos
259(2)
A Forecasting Champion
261(1)
A Final Word on Performance Measurement
261(2)
Conclusions
263(1)
Index 264(10)
About the Authors 274

An electronic version of this book is available through VitalSource.

This book is viewable on PC, Mac, iPhone, iPad, iPod Touch, and most smartphones.

By purchasing, you will be able to view this book online, as well as download it, for the chosen number of days.

Digital License

You are licensing a digital product for a set duration. Durations are set forth in the product description, with "Lifetime" typically meaning five (5) years of online access and permanent download to a supported device. All licenses are non-transferable.

More details can be found here.

A downloadable version of this book is available through the eCampus Reader or compatible Adobe readers.

Applications are available on iOS, Android, PC, Mac, and Windows Mobile platforms.

Please view the compatibility matrix prior to purchase.