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.