Sales Forecasting Management : Understanding the Techniques, Systems and Management of the Sales Forecasting Process

Rating:
Summary: The Best Book Ever Written On The Subject
Review: Anyone who ever wants to improve thier companies ability to forecast demand should read this book. The book is filled with excellent examples of both qualitative and quanitative techniques that will help to improve the forecasting process. In addition, an excellent benchmark study is examined that shows how companies currently use forecast and how to improve the forecasting process. This book is a must. Thanks Mentzer

Rating:
Summary: Well below expectation
Review: I started reading this book and I really liked it at the beginning. It was clear and very simple. After some chapters it become a little confuse and then... half the book is used to tell authors esperiences and benchmark data that don't teach much to you. On the other hand the software that is included to practice forecasting techniques doesn't works in the way the book tells (it's a mess).
Really I enjoy only the first half of the book.

Rating:
Summary: how and why to develop sales forecasts
Review: Sales Forecasting Management provides an easy coverage of both quantitative and qualitative forecasting techniques along with a clear understanding of the forecasting needs within a company. Special skills in mathematics are not needed to go through the first chapters. Understanding becomes easier as you advance in your reading. I grade it 4 stars for its unique and relevant topics. The book is easy to understand although personal effort is constantly needed from begining to end. Pierre Achard, MD.