Sales Forecasting Management

The Second Edition of Sales Forecasting Management 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. Bringing together 25 years of sales forecasting management research with more than 400 companies, this is the first text to truly integrate the theory and practice of sales forecasting management.Highlights of this new edition insights on the critical area of qualitative forecastingIncludes results of additional surveys done since the publication of the first editionThe discussion of the four dimensions of forecasting management has been significantly enhancedSignificant reorganization and updating has been done to strengthen and improve the material for the second editionThe author?s well-regarded Multicaster software system demo, which has been updated and is now available for download from the authors? Web site