About this Book

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 are:
New insights on the critical area of qualitative forecasting
Includes results of additional surveys done since the publication of the first edition
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
The author’s well-regarded Multicaster software system demo, which has been updated and is now available for download from the authors’ Web site