Sales forecasting management: a demand management approach
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Thousand Oaks, Calif. [u.a.]
Sage Publications
2005
|
| Ausgabe: | 2. ed. |
| Schlagworte: | |
| Online-Zugang: | Table of contents Inhaltsverzeichnis |
| Beschreibung: | XV, 347 S. graph. Darst. |
| ISBN: | 1412905710 |
Internformat
MARC
| LEADER | 00000nam a2200000zc 4500 | ||
|---|---|---|---|
| 001 | BV021282037 | ||
| 003 | DE-604 | ||
| 005 | 20201127 | ||
| 007 | t | ||
| 008 | 060105s2005 xxud||| |||| 00||| eng d | ||
| 010 | |a 2004016438 | ||
| 020 | |a 1412905710 |c pbk. |9 1-412-90571-0 | ||
| 035 | |a (OCoLC)55990213 | ||
| 035 | |a (DE-599)BVBBV021282037 | ||
| 040 | |a DE-604 |b ger |e aacr | ||
| 041 | 0 | |a eng | |
| 044 | |a xxu |c US | ||
| 049 | |a DE-M347 |a DE-1049 |a DE-83 |a DE-91 |a DE-573 | ||
| 050 | 0 | |a HF5415.2 | |
| 082 | 0 | |a 658.8/18 |2 22 | |
| 084 | |a QP 612 |0 (DE-625)141909: |2 rvk | ||
| 084 | |a WIR 820f |2 stub | ||
| 100 | 1 | |a Mentzer, John T. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Sales forecasting management |b a demand management approach |c John T. Mentzer ; Mark A. Moon |
| 250 | |a 2. ed. | ||
| 264 | 1 | |a Thousand Oaks, Calif. [u.a.] |b Sage Publications |c 2005 | |
| 300 | |a XV, 347 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 7 | |a Marktonderzoek |2 gtt | |
| 650 | 4 | |a Pazarlama araştırması - Yönetim | |
| 650 | 7 | |a Prognoses |2 gtt | |
| 650 | 4 | |a Satış tahmini - Yönetim | |
| 650 | 7 | |a Verkooptechnieken |2 gtt | |
| 650 | 4 | |a Sales forecasting |x Management | |
| 650 | 4 | |a Marketing research |x Management | |
| 650 | 0 | 7 | |a Marketingmanagement |0 (DE-588)4168907-0 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Absatzprognose |0 (DE-588)4252783-1 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Marketingmanagement |0 (DE-588)4168907-0 |D s |
| 689 | 0 | 1 | |a Absatzprognose |0 (DE-588)4252783-1 |D s |
| 689 | 0 | |5 DE-604 | |
| 700 | 1 | |a Moon, Mark A. |d 1955- |e Verfasser |0 (DE-588)136743730 |4 aut | |
| 856 | 4 | |u http://www.loc.gov/catdir/toc/ecip0420/2004016438.html |3 Table of contents | |
| 856 | 4 | 2 | |m SWB Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014603020&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-014603020 | ||
Datensatz im Suchindex
| _version_ | 1804135068655943680 |
|---|---|
| adam_text | CONTENTS PREFACE XI 1. MANAGING THE SALES FORECASTING PROCESS 1
INTRODUCTION 3 A DEMAND MANAGEMENT APPROACH TO SALES FORECASTING 3
DERIVED VERSUS INDEPENDENT DEMAND 4 A MODEL OF SUPPLY CHAIN DEMAND
MANAGEMENT 7 SALES FORECASTING MANAGEMENT 8 FORECASTS VERSUS PLANS
VERSUS TARGETS 9 THE ROLE OF SALES FORECASTING IN SALES AND OPERATIONS
PLANNING (S&OP) 10 WHY IS A SALES FORECAST NEEDED? 11 SALES FORECASTING
NEEDS OF MARKETING 13 SALES FORECASTING NEEDS OF SALES 14 SALES
FORECASTING NEEDS OF FINANCE/ACCOUNTING 14 SALES FORECASTING NEEDS OF
PRODUCTION/PURCHASING 15 SALES FORECASTING NEEDS OF LOGISTICS 15
SUMMARY: ORGANIZATIONAL SALES FORECASTING NEEDS 16 THE TOOLS OF SALES
FORECASTING MANAGEMENT 16 SALES FORECASTING TECHNIQUES 16 OPEN-MODEL
TIME SERIES TECHNIQUES 18 FIXED-MODEL TIME SERIES TECHNIQUES 19
REGRESSION (CORRELATION) ANALYSIS 20 QUALITATIVE (SUBJECTIVE) TECHNIQUES
20 SALES FORECASTING SYSTEMS 21 SALES FORECASTING MANAGERIAL PROCESS AND
APPROACHES 22 THE SALES FORECASTING PROCESS 22 SALES FORECASTING
MANAGEMENT APPROACHES 23 PROCESSES AND SYSTEMS 26 SALES FORECASTING
PERFORMANCE MEASUREMENTS 29 SALES FORECASTING MANAGEMENT QUESTIONS 29
NARROW OR BROAD CUSTOMER BASE 30 DATA CHARACTERISTICS 31 SALES,
SHIPMENTS, AND DEMAND 31 DATA AGE 32 DATA LEVEL 32 EXTERNAL DATA
AVAILABILITY 33 DATA QUALITY 34 NUMBER OF FORECASTS 34 LEVELS, HORIZONS,
AND INTERVALS 34 NUMBER OF PRODUCTS 34 DISTRIBUTION CHANNELS 35
PRODUCT/LOCATION COMBINATIONS 35 NEW PRODUCTS 35 REGIONAL DIFFERENCES 36
SEASONALITY 36 PERSONNEL AND SYSTEMS SOPHISTICATION 36 BUDGET 37
ACCURACY NEEDED 37 SALES FORECASTING AND PLANNING: AN ITERATIVE PROCESS
37 FUNCTIONAL SILOS 38 OVERVIEW OF THIS BOOK 39 2. SALES FORECASTING
PERFORMANCE MEASUREMENT 43 INTRODUCTION 44 SALES FORECASTING ACCURACY 45
ACTUAL MEASURES OF FORECASTING ACCURACY 46 MEAN ERROR 46 MEAN ABSOLUTE
ERROR 47 SUM OF SQUARED ERRORS 48 MEAN SQUARED ERROR 49 ACCURACY
MEASURES RELATIVE TO A PERFECT FORECAST 49 PERCENT ERROR 50 MEAN
ABSOLUTE PERCENT ERROR (MAPE) 53 YEAR-TO-DATE MEAN ABSOLUTE PERCENT
ERROR 54 ACCURACY MEASURES RELATIVE TO A PERFECT FORECASTING TECHNIQUE
55 MULTIDIMENSIONAL MEASURES OF ACCURACY 56 MEASURING ACCURACY ACROSS
MULTIPLE PRODUCTS 58 SALES FORECASTING TIME HORIZON 59 SALES FORECASTING
COSTS 60 MANAGEMENT COSTS 60 OPERATIONS COSTS 62 MARKETING COSTS 63 THE
COSTS ARE NOT ALWAYS JUSTIFIED 64 CUSTOMER SATISFACTION 65 PUTTING IT
ALL TOGETHER*A FORECASTING ROI DECISION 66 A MODEL OF RETURN ON
SHAREHOLDER VALUE 67 AN ACTUAL EXAMPLE 68 LESSONS LEARNED 71 CONCLUSIONS
72 3. TIME SERIES FORECASTING TECHNIQUES 73 INTRODUCTION 74 FIXED-MODEL
TIME SERIES TECHNIQUES 77 THE AVERAGE AS A FORECAST 77 MOVING AVERAGE 81
EXPONENTIAL SMOOTHING 85 ADAPTIVE SMOOTHING 90 EXPONENTIAL SMOOTHING
WITH TREND 92 EXPONENTIAL SMOOTHING WITH TREND AND SEASONALITY 97
ADAPTIVE EXPONENTIAL SMOOTHING WITH TREND AND SEASONALITY 103
FIXED-MODEL TIMES SERIES TECHNIQUES SUMMARY 106 OPEN-MODEL TIMES SERIES
TECHNIQUES 107 SUMMARY 112 4. REGRESSION ANALYSIS 113 INTRODUCTION 113
HOW REGRESSION ANALYSIS WORKS 115 THE PROCESS OF REGRESSION ANALYSIS FOR
FORECASTING 119 VARIABLE SELECTION 121 MODEL CONSTRUCTION 122 GENERATING
CANDIDATE MODELS 122 ALL POSSIBLE REGRESSION MODELS 122 STEPWISE
SELECTION 125 FURTHER EVALUATION OF CANDIDATE MODELS 127 SYSTEMATIC LACK
OF FIT 127 INTER-CORRELATIONS AMONG PREDICTOR VARIABLES 133 MODEL
VALIDATION 134 AN EXAMPLE 135 CONCLUSION 139 NOTES 141 5. QUALITATIVE
SALES FORECASTING 143 INTRODUCTION 144 QUALITATIVE FORECASTING:
ADVANTAGES AND PROBLEMS 145 ADVANTAGES OF QUALITATIVE FORECASTING
TECHNIQUES 145 PROBLEMS WITH QUALITATIVE FORECASTING TECHNIQUES 147
SUMMARY: QUALITATIVE TECHNIQUE ADVANTAGES AND PROBLEMS 150 QUALITATIVE
TECHNIQUES AND TOOLS 151 EXPERT EVALUATION TECHNIQUES F 151 JURY OF
EXECUTIVE OPINION 151 DELPHI METHOD 154 SALES FORCE COMPOSITE 155 SUPPLY
CHAIN PARTNER FORECASTING 160 MARKET RESEARCH TOOLS FOR QUALITATIVE
FORECASTING 162 MARKET RESEARCH USING PRIMARY DATA 163 MARKET RESEARCH
USING SECONDARY DATA 164 DECISION ANALYSIS TOOLS FOR QUALITATIVE
FORECASTING 166 DECISION TREE DIAGRAMS 166 SIMULATIONS 168 SUMMARY 169
APPENDIX 170 6. SALES FORECASTING SYSTEMS 175 INTRODUCTION 176 THE SALES
FORECASTING SYSTEM AS A COMMUNICATION VEHICLE - 176 THE TOOL SHOULD FIT
THE PROBLEM 178 COMPLEX SYSTEMS DO NOT HAVE TO LOOK THAT WAY 180 A
SUITE OF TIME SERIES TECHNIQUES 181 TIME SERIES, REGRESSION, AND (NOT
OR) QUALITATIVE 181 LET THE SYSTEM TELL YOU WHICH TECHNIQUES TO USE 184
TELL THE SYSTEM WHICH FORECASTS ARE IMPORTANT 185 SUMMARY: SALES
FORECASTING SYSTEMS PRINCIPLES 186 MULTICASTER 186 MULTICASTER BOOK
VERSION 192 MBV PROCESS 193 DATA FILES 199 WORKSHEET 200 BETTINGS NOTES
SALES FORECASTING SYSTEMS: SUMMARY APPENDIX 7. BENCHMARK STUDIES: THE
SURVEYS INTRODUCTION STUDIES PRIOR TO PHASE 1 PHASE 2 METHODOLOGY
FINDINGS COMPARING PHASE 2 TO PHASE 1 FAMILIARITY SATISFACTION USAGE
APPLICATION CONCLUSIONS FROM COMPARING PHASE 1 AND PHASE 2 PHASE 2
RESULTS SALES FORECASTING SYSTEMS SALES FORECASTING MANAGEMENT
FORECASTING IN CONSUMER VERSUS INDUSTRIAL MARKETS PHASE 2 FINDINGS
TECHNIQUE FAMILIARITY TECHNIQUE SATISFACTION TECHNIQUE USAGE ACCURACY
INFORMATION TECHNOLOGY USE IN THE FORECASTING PROCESS CONCLUSIONS:
INDUSTRIAL VERSUS CONSUMER FORECASTING CONCLUSIONS FROM PHASE 2 8.
BENCHMARK STUDIES: WORLD-CLASS FORECASTING INTRODUCTION FUNCTIONAL
INTEGRATION FUNCTIONAL INTEGRATION STAGES IMPROVING FUNCTIONAL
INTEGRATION APPROACH APPROACH STAGES IMPROVING FORECASTING APPROACH
SYSTEMS SYSTEMS STAGES IMPROVING FORECASTING SYSTEMS 206 209 209 210 211
212 212 213 221 221 223 224 225 229 230 230 234 239 241 242 242 243 246
247 248 249 253 254 256 256 260 261 263 269 270 271 274 PERFORMANCE
MEASUREMENT 275 PERFORMANCE MEASUREMENT STAGES 275 IMPROVING FORECASTING
PERFORMANCE MEASUREMENT 278 CONCLUSIONS 279 APPENDIX: SALES FORECASTING
AUDIT PROTOCOL 281 9* BENCHMARK STUDIES: CONDUCTING A FORECASTING AUDIT
289 INTRODUCTION 290 THE ROLE OF AUDITING 291 THE AUDIT PROCESS 292 THE
AS-IS STATE 297 THE SHOULD-BE STATE 299 THE WAY-FORWARD 302
MANAGEMENT RESPONSE TO AUDITS 303 CONCLUSIONS 306 10. MANAGING THE SALES
FORECASTING FUNCTION 309 INTRODUCTION 310 THE ROLE OF THE SALES
FORECASTING CHAMPION 310 MANAGERIAL PERSPECTIVE 311 CROSS-FUNCTIONAL
PERSPECTIVE 312 A LEADER, NOT A CLERK 312 A SALES FORECAST DEVELOPER AND
USER 313 TECHNIQUE PERSPECTIVE 313 SYSTEMS PERSPECTIVE 314
MENTOR/TRAINER 314 ONGOING TRAINING 315 THE SEVEN KEYS TO BETTER
FORECASTING 316 KEY 1: UNDERSTAND WHAT SALES FORECASTING IS AND IS NOT
316 KEY 2: FORECAST DEMAND, PLAN SUPPLY 318 KEY 3: COMMUNICATE,
COOPERATE, COLLABORATE 319 KEY 4: ELIMINATE ISLANDS OF ANALYSIS 319 KEY
5: USE TOOLS WISELY 321 KEY 6: MAKE IT IMPORTANT 322 KEY 7: MEASURE,
MEASURE, MEASURE 324 WHY THE CEO SHOULD CARE 325 THE CEO SHOULD CARE AT
TELLABS 328 CONCLUSIONS 329 REFERENCES 331 INDEX 337 ABOUT THE AUTHORS
347
|
| adam_txt |
CONTENTS PREFACE XI 1. MANAGING THE SALES FORECASTING PROCESS 1
INTRODUCTION 3 A DEMAND MANAGEMENT APPROACH TO SALES FORECASTING 3
DERIVED VERSUS INDEPENDENT DEMAND 4 A MODEL OF SUPPLY CHAIN DEMAND
MANAGEMENT 7 SALES FORECASTING MANAGEMENT 8 FORECASTS VERSUS PLANS
VERSUS TARGETS 9 THE ROLE OF SALES FORECASTING IN SALES AND OPERATIONS
PLANNING (S&OP) 10 WHY IS A SALES FORECAST NEEDED? 11 SALES FORECASTING
NEEDS OF MARKETING 13 SALES FORECASTING NEEDS OF SALES 14 SALES
FORECASTING NEEDS OF FINANCE/ACCOUNTING 14 SALES FORECASTING NEEDS OF
PRODUCTION/PURCHASING 15 SALES FORECASTING NEEDS OF LOGISTICS 15
SUMMARY: ORGANIZATIONAL SALES FORECASTING NEEDS 16 THE TOOLS OF SALES
FORECASTING MANAGEMENT 16 SALES FORECASTING TECHNIQUES 16 OPEN-MODEL
TIME SERIES TECHNIQUES 18 FIXED-MODEL TIME SERIES TECHNIQUES 19
REGRESSION (CORRELATION) ANALYSIS 20 QUALITATIVE (SUBJECTIVE) TECHNIQUES
20 SALES FORECASTING SYSTEMS 21 SALES FORECASTING MANAGERIAL PROCESS AND
APPROACHES 22 THE SALES FORECASTING PROCESS 22 SALES FORECASTING
MANAGEMENT APPROACHES 23 PROCESSES AND SYSTEMS 26 SALES FORECASTING
PERFORMANCE MEASUREMENTS 29 SALES FORECASTING MANAGEMENT QUESTIONS 29
NARROW OR BROAD CUSTOMER BASE 30 DATA CHARACTERISTICS 31 SALES,
SHIPMENTS, AND DEMAND 31 DATA AGE 32 DATA LEVEL 32 EXTERNAL DATA
AVAILABILITY 33 DATA QUALITY 34 NUMBER OF FORECASTS 34 LEVELS, HORIZONS,
AND INTERVALS 34 NUMBER OF PRODUCTS 34 DISTRIBUTION CHANNELS 35
PRODUCT/LOCATION COMBINATIONS 35 NEW PRODUCTS 35 REGIONAL DIFFERENCES 36
SEASONALITY 36 PERSONNEL AND SYSTEMS SOPHISTICATION 36 BUDGET 37
ACCURACY NEEDED 37 SALES FORECASTING AND PLANNING: AN ITERATIVE PROCESS
37 FUNCTIONAL SILOS 38 OVERVIEW OF THIS BOOK 39 2. SALES FORECASTING
PERFORMANCE MEASUREMENT 43 INTRODUCTION 44 SALES FORECASTING ACCURACY 45
ACTUAL MEASURES OF FORECASTING ACCURACY 46 MEAN ERROR 46 MEAN ABSOLUTE
ERROR 47 SUM OF SQUARED ERRORS 48 MEAN SQUARED ERROR 49 ACCURACY
MEASURES RELATIVE TO A PERFECT FORECAST 49 PERCENT ERROR 50 MEAN
ABSOLUTE PERCENT ERROR (MAPE) 53 YEAR-TO-DATE MEAN ABSOLUTE PERCENT
ERROR 54 ACCURACY MEASURES RELATIVE TO A PERFECT FORECASTING TECHNIQUE
55 MULTIDIMENSIONAL MEASURES OF ACCURACY 56 MEASURING ACCURACY ACROSS
MULTIPLE PRODUCTS 58 SALES FORECASTING TIME HORIZON 59 SALES FORECASTING
COSTS 60 MANAGEMENT COSTS 60 OPERATIONS COSTS 62 MARKETING COSTS 63 THE
COSTS ARE NOT ALWAYS JUSTIFIED 64 CUSTOMER SATISFACTION 65 PUTTING IT
ALL TOGETHER*A FORECASTING ROI DECISION 66 A MODEL OF RETURN ON
SHAREHOLDER VALUE 67 AN ACTUAL EXAMPLE 68 LESSONS LEARNED 71 CONCLUSIONS
72 3. TIME SERIES FORECASTING TECHNIQUES 73 INTRODUCTION 74 FIXED-MODEL
TIME SERIES TECHNIQUES 77 THE AVERAGE AS A FORECAST 77 MOVING AVERAGE 81
EXPONENTIAL SMOOTHING 85 ADAPTIVE SMOOTHING 90 EXPONENTIAL SMOOTHING
WITH TREND 92 EXPONENTIAL SMOOTHING WITH TREND AND SEASONALITY 97
ADAPTIVE EXPONENTIAL SMOOTHING WITH TREND AND SEASONALITY 103
FIXED-MODEL TIMES SERIES TECHNIQUES SUMMARY 106 OPEN-MODEL TIMES SERIES
TECHNIQUES 107 SUMMARY 112 4. REGRESSION ANALYSIS 113 INTRODUCTION 113
HOW REGRESSION ANALYSIS WORKS 115 THE PROCESS OF REGRESSION ANALYSIS FOR
FORECASTING 119 VARIABLE SELECTION 121 MODEL CONSTRUCTION 122 GENERATING
CANDIDATE MODELS 122 ALL POSSIBLE REGRESSION MODELS 122 STEPWISE
SELECTION 125 FURTHER EVALUATION OF CANDIDATE MODELS 127 SYSTEMATIC LACK
OF FIT 127 INTER-CORRELATIONS AMONG PREDICTOR VARIABLES 133 MODEL
VALIDATION 134 AN EXAMPLE 135 CONCLUSION 139 NOTES 141 5. QUALITATIVE
SALES FORECASTING 143 INTRODUCTION 144 QUALITATIVE FORECASTING:
ADVANTAGES AND PROBLEMS 145 ADVANTAGES OF QUALITATIVE FORECASTING
TECHNIQUES 145 PROBLEMS WITH QUALITATIVE FORECASTING TECHNIQUES 147
SUMMARY: QUALITATIVE TECHNIQUE ADVANTAGES AND PROBLEMS 150 QUALITATIVE
TECHNIQUES AND TOOLS 151 EXPERT EVALUATION TECHNIQUES F ' 151 JURY OF
EXECUTIVE OPINION 151 DELPHI METHOD 154 SALES FORCE COMPOSITE 155 SUPPLY
CHAIN PARTNER FORECASTING' 160 MARKET RESEARCH TOOLS FOR QUALITATIVE
FORECASTING 162 MARKET RESEARCH USING PRIMARY DATA 163 MARKET RESEARCH
USING SECONDARY DATA 164 DECISION ANALYSIS TOOLS FOR QUALITATIVE
FORECASTING 166 DECISION TREE DIAGRAMS 166 SIMULATIONS 168 SUMMARY 169
APPENDIX 170 6. SALES FORECASTING SYSTEMS 175 INTRODUCTION 176 THE SALES
FORECASTING SYSTEM AS A COMMUNICATION VEHICLE - 176 THE TOOL SHOULD FIT
THE PROBLEM 178 COMPLEX SYSTEMS DO NOT HAVE TO LOOK THAT WAY 180 A
"SUITE" OF TIME SERIES TECHNIQUES 181 TIME SERIES, REGRESSION, AND (NOT
OR) QUALITATIVE 181 LET THE SYSTEM TELL YOU WHICH TECHNIQUES TO USE 184
TELL THE SYSTEM WHICH FORECASTS ARE IMPORTANT 185 SUMMARY: SALES
FORECASTING SYSTEMS PRINCIPLES 186 MULTICASTER 186 MULTICASTER BOOK
VERSION 192 MBV PROCESS 193 DATA FILES 199 WORKSHEET 200 BETTINGS NOTES
SALES FORECASTING SYSTEMS: SUMMARY APPENDIX 7. BENCHMARK STUDIES: THE
SURVEYS INTRODUCTION STUDIES PRIOR TO PHASE 1 PHASE 2 METHODOLOGY
FINDINGS COMPARING PHASE 2 TO PHASE 1 FAMILIARITY SATISFACTION USAGE
APPLICATION CONCLUSIONS FROM COMPARING PHASE 1 AND PHASE 2 PHASE 2
RESULTS SALES FORECASTING SYSTEMS SALES FORECASTING MANAGEMENT
FORECASTING IN CONSUMER VERSUS INDUSTRIAL MARKETS PHASE 2 FINDINGS
TECHNIQUE FAMILIARITY TECHNIQUE SATISFACTION TECHNIQUE USAGE ACCURACY
INFORMATION TECHNOLOGY USE IN THE FORECASTING PROCESS CONCLUSIONS:
INDUSTRIAL VERSUS CONSUMER FORECASTING CONCLUSIONS FROM PHASE 2 8.
BENCHMARK STUDIES: WORLD-CLASS FORECASTING INTRODUCTION FUNCTIONAL
INTEGRATION FUNCTIONAL INTEGRATION STAGES IMPROVING FUNCTIONAL
INTEGRATION APPROACH APPROACH STAGES IMPROVING FORECASTING APPROACH
SYSTEMS SYSTEMS STAGES IMPROVING FORECASTING SYSTEMS 206 209 209 210 211
212 212 213 221 221 223 224 225 229 230 230 234 239 241 242 242 243 246
247 248 249 253 254 256 256 260 261 263 269 270 271 274 PERFORMANCE
MEASUREMENT 275 PERFORMANCE MEASUREMENT STAGES 275 IMPROVING FORECASTING
PERFORMANCE MEASUREMENT 278 CONCLUSIONS 279 APPENDIX: SALES FORECASTING
AUDIT PROTOCOL 281 9* BENCHMARK STUDIES: CONDUCTING A FORECASTING AUDIT
289 INTRODUCTION 290 THE ROLE OF AUDITING 291 THE AUDIT PROCESS 292 THE
"AS-IS STATE" 297 THE "SHOULD-BE" STATE 299 THE "WAY-FORWARD" 302
MANAGEMENT RESPONSE TO AUDITS 303 CONCLUSIONS 306 10. MANAGING THE SALES
FORECASTING FUNCTION 309 INTRODUCTION 310 THE ROLE OF THE SALES
FORECASTING CHAMPION 310 MANAGERIAL PERSPECTIVE 311 CROSS-FUNCTIONAL
PERSPECTIVE 312 A LEADER, NOT A CLERK 312 A SALES FORECAST DEVELOPER AND
USER 313 TECHNIQUE PERSPECTIVE 313 SYSTEMS PERSPECTIVE 314
MENTOR/TRAINER 314 ONGOING TRAINING 315 THE SEVEN KEYS TO BETTER
FORECASTING 316 KEY 1: UNDERSTAND WHAT SALES FORECASTING IS AND IS NOT
316 KEY 2: FORECAST DEMAND, PLAN SUPPLY 318 KEY 3: COMMUNICATE,
COOPERATE, COLLABORATE 319 KEY 4: ELIMINATE ISLANDS OF ANALYSIS 319 KEY
5: USE TOOLS WISELY 321 KEY 6: MAKE IT IMPORTANT 322 KEY 7: MEASURE,
MEASURE, MEASURE 324 WHY THE CEO SHOULD CARE 325 THE CEO SHOULD CARE AT
TELLABS 328 CONCLUSIONS 329 REFERENCES 331 INDEX 337 ABOUT THE AUTHORS
347 |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
| author | Mentzer, John T. Moon, Mark A. 1955- |
| author_GND | (DE-588)136743730 |
| author_facet | Mentzer, John T. Moon, Mark A. 1955- |
| author_role | aut aut |
| author_sort | Mentzer, John T. |
| author_variant | j t m jt jtm m a m ma mam |
| building | Verbundindex |
| bvnumber | BV021282037 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5415 |
| callnumber-raw | HF5415.2 |
| callnumber-search | HF5415.2 |
| callnumber-sort | HF 45415.2 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QP 612 |
| classification_tum | WIR 820f |
| ctrlnum | (OCoLC)55990213 (DE-599)BVBBV021282037 |
| dewey-full | 658.8/18 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/18 |
| dewey-search | 658.8/18 |
| dewey-sort | 3658.8 218 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| edition | 2. ed. |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01979nam a2200517zc 4500</leader><controlfield tag="001">BV021282037</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20201127 </controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">060105s2005 xxud||| |||| 00||| eng d</controlfield><datafield tag="010" ind1=" " ind2=" "><subfield code="a">2004016438</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">1412905710</subfield><subfield code="c">pbk.</subfield><subfield code="9">1-412-90571-0</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)55990213</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV021282037</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">aacr</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="044" ind1=" " ind2=" "><subfield code="a">xxu</subfield><subfield code="c">US</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-M347</subfield><subfield code="a">DE-1049</subfield><subfield code="a">DE-83</subfield><subfield code="a">DE-91</subfield><subfield code="a">DE-573</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HF5415.2</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.8/18</subfield><subfield code="2">22</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 612</subfield><subfield code="0">(DE-625)141909:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">WIR 820f</subfield><subfield code="2">stub</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Mentzer, John T.</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Sales forecasting management</subfield><subfield code="b">a demand management approach</subfield><subfield code="c">John T. Mentzer ; Mark A. Moon</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">2. ed.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Thousand Oaks, Calif. [u.a.]</subfield><subfield code="b">Sage Publications</subfield><subfield code="c">2005</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XV, 347 S.</subfield><subfield code="b">graph. Darst.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Marktonderzoek</subfield><subfield code="2">gtt</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Pazarlama araştırması - Yönetim</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Prognoses</subfield><subfield code="2">gtt</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Satış tahmini - Yönetim</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Verkooptechnieken</subfield><subfield code="2">gtt</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sales forecasting</subfield><subfield code="x">Management</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Marketing research</subfield><subfield code="x">Management</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Marketingmanagement</subfield><subfield code="0">(DE-588)4168907-0</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Absatzprognose</subfield><subfield code="0">(DE-588)4252783-1</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Marketingmanagement</subfield><subfield code="0">(DE-588)4168907-0</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Absatzprognose</subfield><subfield code="0">(DE-588)4252783-1</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Moon, Mark A.</subfield><subfield code="d">1955-</subfield><subfield code="e">Verfasser</subfield><subfield code="0">(DE-588)136743730</subfield><subfield code="4">aut</subfield></datafield><datafield tag="856" ind1="4" ind2=" "><subfield code="u">http://www.loc.gov/catdir/toc/ecip0420/2004016438.html</subfield><subfield code="3">Table of contents</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">SWB Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014603020&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-014603020</subfield></datafield></record></collection> |
| id | DE-604.BV021282037 |
| illustrated | Illustrated |
| index_date | 2024-07-02T13:47:26Z |
| indexdate | 2024-07-09T20:34:38Z |
| institution | BVB |
| isbn | 1412905710 |
| language | English |
| lccn | 2004016438 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-014603020 |
| oclc_num | 55990213 |
| open_access_boolean | |
| owner | DE-M347 DE-1049 DE-83 DE-91 DE-BY-TUM DE-573 |
| owner_facet | DE-M347 DE-1049 DE-83 DE-91 DE-BY-TUM DE-573 |
| physical | XV, 347 S. graph. Darst. |
| publishDate | 2005 |
| publishDateSearch | 2005 |
| publishDateSort | 2005 |
| publisher | Sage Publications |
| record_format | marc |
| spelling | Mentzer, John T. Verfasser aut Sales forecasting management a demand management approach John T. Mentzer ; Mark A. Moon 2. ed. Thousand Oaks, Calif. [u.a.] Sage Publications 2005 XV, 347 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Marktonderzoek gtt Pazarlama araştırması - Yönetim Prognoses gtt Satış tahmini - Yönetim Verkooptechnieken gtt Sales forecasting Management Marketing research Management Marketingmanagement (DE-588)4168907-0 gnd rswk-swf Absatzprognose (DE-588)4252783-1 gnd rswk-swf Marketingmanagement (DE-588)4168907-0 s Absatzprognose (DE-588)4252783-1 s DE-604 Moon, Mark A. 1955- Verfasser (DE-588)136743730 aut http://www.loc.gov/catdir/toc/ecip0420/2004016438.html Table of contents SWB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014603020&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Mentzer, John T. Moon, Mark A. 1955- Sales forecasting management a demand management approach Marktonderzoek gtt Pazarlama araştırması - Yönetim Prognoses gtt Satış tahmini - Yönetim Verkooptechnieken gtt Sales forecasting Management Marketing research Management Marketingmanagement (DE-588)4168907-0 gnd Absatzprognose (DE-588)4252783-1 gnd |
| subject_GND | (DE-588)4168907-0 (DE-588)4252783-1 |
| title | Sales forecasting management a demand management approach |
| title_auth | Sales forecasting management a demand management approach |
| title_exact_search | Sales forecasting management a demand management approach |
| title_exact_search_txtP | Sales forecasting management a demand management approach |
| title_full | Sales forecasting management a demand management approach John T. Mentzer ; Mark A. Moon |
| title_fullStr | Sales forecasting management a demand management approach John T. Mentzer ; Mark A. Moon |
| title_full_unstemmed | Sales forecasting management a demand management approach John T. Mentzer ; Mark A. Moon |
| title_short | Sales forecasting management |
| title_sort | sales forecasting management a demand management approach |
| title_sub | a demand management approach |
| topic | Marktonderzoek gtt Pazarlama araştırması - Yönetim Prognoses gtt Satış tahmini - Yönetim Verkooptechnieken gtt Sales forecasting Management Marketing research Management Marketingmanagement (DE-588)4168907-0 gnd Absatzprognose (DE-588)4252783-1 gnd |
| topic_facet | Marktonderzoek Pazarlama araştırması - Yönetim Prognoses Satış tahmini - Yönetim Verkooptechnieken Sales forecasting Management Marketing research Management Marketingmanagement Absatzprognose |
| url | http://www.loc.gov/catdir/toc/ecip0420/2004016438.html http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014603020&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT mentzerjohnt salesforecastingmanagementademandmanagementapproach AT moonmarka salesforecastingmanagementademandmanagementapproach |