Sales Forecasting Management 2e A Demand Management Approach
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Sales Forecasting Management
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. New to This Edition: The author′s well-regarded Multicaster software system demo, previously available on cassette, has been updated and is now available for download from the authors′ 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 and updating 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. Practitioners in marketing, sales, finance/accounting, production/purchasing, and logistics will also find this easy-to-understand volume essential.
Demand-Driven Forecasting
Author: Charles W. Chase
language: en
Publisher: John Wiley & Sons
Release Date: 2009-07-23
Praise for Demand-Driven Forecasting A Structured Approach to Forecasting "There are authors of advanced forecasting books who take an academic approach to explaining forecast modeling that focuses on the construction of arcane algorithms and mathematical proof that are not very useful for forecasting practitioners. Then, there are other authors who take a general approach to explaining demand planning, but gloss over technical content required of modern forecasters. Neither of these approaches is well-suited for helping business forecasters critically identify the best demand data sources, effectively apply appropriate statistical forecasting methods, and properly design efficient demand planning processes. In Demand-Driven Forecasting, Chase fills this void in the literature and provides the reader with concise explanations for advanced statistical methods and credible business advice for improving ways to predict demand for products and services. Whether you are an experienced professional forecasting manager, or a novice forecast analyst, you will find this book a valuable resource for your professional development." —Daniel Kiely, Senior Manager, Epidemiology, Forecasting & Analytics, Celgene Corporation "Charlie Chase has given forecasters a clear, responsible approach for ending the timeless tug of war between the need for 'forecast rigor' and the call for greater inclusion of 'client judgment.' By advancing the use of 'domain knowledge' and hypothesis testing to enrich base-case forecasts, he has empowered professional forecasters to step up and impact their companies' business results favorably and profoundly, all the while enhancing the organizational stature of forecasters broadly." —Bob Woodard, Vice President, Global Consumer and Customer Insights, Campbell Soup Company
Forecasting With The Theta Method
Author: Kostas I. Nikolopoulos
language: en
Publisher: John Wiley & Sons
Release Date: 2019-03-18
The first book to be published on the Theta method, outlining under what conditions the method outperforms other forecasting methods This book is the first to detail the Theta method of forecasting – one of the most difficult-to-beat forecasting benchmarks, which topped the biggest forecasting competition in the world in 2000: the M3 competition. Written by two of the leading experts in the forecasting field, it illuminates the exact replication of the method and under what conditions the method outperforms other forecasting methods. Recent developments such as multivariate models are also included, as are a series of practical applications in finance, economics, and healthcare. The book also offers practical tools in MS Excel and guidance, as well as provisional access, for the use of R source code and respective packages. Forecasting with the Theta Method: Theory and Applications includes three main parts. The first part, titled Theory, Methods, Models & Applications details the new theory about the method. The second part, Applications & Performance in Forecasting Competitions, describes empirical results and simulations on the method. The last part roadmaps future research and also include contributions from another leading scholar of the method – Dr. Fotios Petropoulos. First ever book to be published on the Theta Method Explores new theory and exact conditions under which methods would outperform most forecasting benchmarks Clearly written with practical applications Employs R – open source code with all included implementations Forecasting with the Theta Method: Theory and Applications is a valuable tool for both academics and practitioners involved in forecasting and respective software development.