Availability: Sales forecasting management | Technische Universität München

Sales forecasting management: a demand management approach

Saved in:

Bibliographic Details
Main Authors:	Mentzer, John T. (Author), Moon, Mark A. 1955- (Author)
Format:	Book
Language:	English
Published:	Thousand Oaks, Calif. [u.a.] Sage Publications 2005
Edition:	2. ed.
Subjects:	Marktonderzoek Pazarlama araştırması - Yönetim Prognoses Satış tahmini - Yönetim Verkooptechnieken Sales forecasting > Management Marketing research > Management Marketingmanagement Absatzprognose
Links:	http://www.loc.gov/catdir/toc/ecip0420/2004016438.html http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014603020&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
Physical Description:	XV, 347 S. graph. Darst.
ISBN:	1412905710

Staff View

MARC


LEADER	00000nam a2200000zc 4500
001	BV021282037
003	DE-604
005	20201127
007	t\|
008	060105s2005 xxud\|\|\| \|\|\|\| 00\|\|\| eng d
010			\|a 2004016438
020			\|a 1412905710 \|c pbk. \|9 1-412-90571-0
035			\|a (OCoLC)55990213
035			\|a (DE-599)BVBBV021282037
040			\|a DE-604 \|b ger \|e aacr
041	0		\|a eng
044			\|a xxu \|c US
049			\|a DE-M347 \|a DE-1049 \|a DE-83 \|a DE-91 \|a DE-573
050		0	\|a HF5415.2
082	0		\|a 658.8/18 \|2 22
084			\|a QP 612 \|0 (DE-625)141909: \|2 rvk
084			\|a WIR 820f \|2 stub
100	1		\|a Mentzer, John T. \|e Verfasser \|4 aut
245	1	0	\|a Sales forecasting management \|b a demand management approach \|c John T. Mentzer ; Mark A. Moon
250			\|a 2. ed.
264		1	\|a Thousand Oaks, Calif. [u.a.] \|b Sage Publications \|c 2005
300			\|a XV, 347 S. \|b graph. Darst.
336			\|b txt \|2 rdacontent
337			\|b n \|2 rdamedia
338			\|b nc \|2 rdacarrier
650		7	\|a Marktonderzoek \|2 gtt
650		4	\|a Pazarlama araştırması - Yönetim
650		7	\|a Prognoses \|2 gtt
650		4	\|a Satış tahmini - Yönetim
650		7	\|a Verkooptechnieken \|2 gtt
650		4	\|a Sales forecasting \|x Management
650		4	\|a Marketing research \|x Management
650	0	7	\|a Marketingmanagement \|0 (DE-588)4168907-0 \|2 gnd \|9 rswk-swf
650	0	7	\|a Absatzprognose \|0 (DE-588)4252783-1 \|2 gnd \|9 rswk-swf
689	0	0	\|a Marketingmanagement \|0 (DE-588)4168907-0 \|D s
689	0	1	\|a Absatzprognose \|0 (DE-588)4252783-1 \|D s
689	0		\|5 DE-604
700	1		\|a Moon, Mark A. \|d 1955- \|e Verfasser \|0 (DE-588)136743730 \|4 aut
856	4		\|u http://www.loc.gov/catdir/toc/ecip0420/2004016438.html \|3 Table of contents
856	4	2	\|m SWB Datenaustausch \|q application/pdf \|u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014603020&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA \|3 Inhaltsverzeichnis
943	1		\|a oai:aleph.bib-bvb.de:BVB01-014603020

Record in the Search Index

DE-BY-TUM_call_number	0002 WIR 820f 2012 A 6395(2)
DE-BY-TUM_katkey	1874961
DE-BY-TUM_location	00
DE-BY-TUM_media_number	040007395484
_version_	1821933900555878400
adam_text	CONTENTS PREFACE XI 1. MANAGING THE SALES FORECASTING PROCESS 1 INTRODUCTION 3 A DEMAND MANAGEMENT APPROACH TO SALES FORECASTING 3 DERIVED VERSUS INDEPENDENT DEMAND 4 A MODEL OF SUPPLY CHAIN DEMAND MANAGEMENT 7 SALES FORECASTING MANAGEMENT 8 FORECASTS VERSUS PLANS VERSUS TARGETS 9 THE ROLE OF SALES FORECASTING IN SALES AND OPERATIONS PLANNING (S&OP) 10 WHY IS A SALES FORECAST NEEDED? 11 SALES FORECASTING NEEDS OF MARKETING 13 SALES FORECASTING NEEDS OF SALES 14 SALES FORECASTING NEEDS OF FINANCE/ACCOUNTING 14 SALES FORECASTING NEEDS OF PRODUCTION/PURCHASING 15 SALES FORECASTING NEEDS OF LOGISTICS 15 SUMMARY: ORGANIZATIONAL SALES FORECASTING NEEDS 16 THE TOOLS OF SALES FORECASTING MANAGEMENT 16 SALES FORECASTING TECHNIQUES 16 OPEN-MODEL TIME SERIES TECHNIQUES 18 FIXED-MODEL TIME SERIES TECHNIQUES 19 REGRESSION (CORRELATION) ANALYSIS 20 QUALITATIVE (SUBJECTIVE) TECHNIQUES 20 SALES FORECASTING SYSTEMS 21 SALES FORECASTING MANAGERIAL PROCESS AND APPROACHES 22 THE SALES FORECASTING PROCESS 22 SALES FORECASTING MANAGEMENT APPROACHES 23 PROCESSES AND SYSTEMS 26 SALES FORECASTING PERFORMANCE MEASUREMENTS 29 SALES FORECASTING MANAGEMENT QUESTIONS 29 NARROW OR BROAD CUSTOMER BASE 30 DATA CHARACTERISTICS 31 SALES, SHIPMENTS, AND DEMAND 31 DATA AGE 32 DATA LEVEL 32 EXTERNAL DATA AVAILABILITY 33 DATA QUALITY 34 NUMBER OF FORECASTS 34 LEVELS, HORIZONS, AND INTERVALS 34 NUMBER OF PRODUCTS 34 DISTRIBUTION CHANNELS 35 PRODUCT/LOCATION COMBINATIONS 35 NEW PRODUCTS 35 REGIONAL DIFFERENCES 36 SEASONALITY 36 PERSONNEL AND SYSTEMS SOPHISTICATION 36 BUDGET 37 ACCURACY NEEDED 37 SALES FORECASTING AND PLANNING: AN ITERATIVE PROCESS 37 FUNCTIONAL SILOS 38 OVERVIEW OF THIS BOOK 39 2. SALES FORECASTING PERFORMANCE MEASUREMENT 43 INTRODUCTION 44 SALES FORECASTING ACCURACY 45 ACTUAL MEASURES OF FORECASTING ACCURACY 46 MEAN ERROR 46 MEAN ABSOLUTE ERROR 47 SUM OF SQUARED ERRORS 48 MEAN SQUARED ERROR 49 ACCURACY MEASURES RELATIVE TO A PERFECT FORECAST 49 PERCENT ERROR 50 MEAN ABSOLUTE PERCENT ERROR (MAPE) 53 YEAR-TO-DATE MEAN ABSOLUTE PERCENT ERROR 54 ACCURACY MEASURES RELATIVE TO A PERFECT FORECASTING TECHNIQUE 55 MULTIDIMENSIONAL MEASURES OF ACCURACY 56 MEASURING ACCURACY ACROSS MULTIPLE PRODUCTS 58 SALES FORECASTING TIME HORIZON 59 SALES FORECASTING COSTS 60 MANAGEMENT COSTS 60 OPERATIONS COSTS 62 MARKETING COSTS 63 THE COSTS ARE NOT ALWAYS JUSTIFIED 64 CUSTOMER SATISFACTION 65 PUTTING IT ALL TOGETHERA FORECASTING ROI DECISION 66 A MODEL OF RETURN ON SHAREHOLDER VALUE 67 AN ACTUAL EXAMPLE 68 LESSONS LEARNED 71 CONCLUSIONS 72 3. TIME SERIES FORECASTING TECHNIQUES 73 INTRODUCTION 74 FIXED-MODEL TIME SERIES TECHNIQUES 77 THE AVERAGE AS A FORECAST 77 MOVING AVERAGE 81 EXPONENTIAL SMOOTHING 85 ADAPTIVE SMOOTHING 90 EXPONENTIAL SMOOTHING WITH TREND 92 EXPONENTIAL SMOOTHING WITH TREND AND SEASONALITY 97 ADAPTIVE EXPONENTIAL SMOOTHING WITH TREND AND SEASONALITY 103 FIXED-MODEL TIMES SERIES TECHNIQUES SUMMARY 106 OPEN-MODEL TIMES SERIES TECHNIQUES 107 SUMMARY 112 4. REGRESSION ANALYSIS 113 INTRODUCTION 113 HOW REGRESSION ANALYSIS WORKS 115 THE PROCESS OF REGRESSION ANALYSIS FOR FORECASTING 119 VARIABLE SELECTION 121 MODEL CONSTRUCTION 122 GENERATING CANDIDATE MODELS 122 ALL POSSIBLE REGRESSION MODELS 122 STEPWISE SELECTION 125 FURTHER EVALUATION OF CANDIDATE MODELS 127 SYSTEMATIC LACK OF FIT 127 INTER-CORRELATIONS AMONG PREDICTOR VARIABLES 133 MODEL VALIDATION 134 AN EXAMPLE 135 CONCLUSION 139 NOTES 141 5. QUALITATIVE SALES FORECASTING 143 INTRODUCTION 144 QUALITATIVE FORECASTING: ADVANTAGES AND PROBLEMS 145 ADVANTAGES OF QUALITATIVE FORECASTING TECHNIQUES 145 PROBLEMS WITH QUALITATIVE FORECASTING TECHNIQUES 147 SUMMARY: QUALITATIVE TECHNIQUE ADVANTAGES AND PROBLEMS 150 QUALITATIVE TECHNIQUES AND TOOLS 151 EXPERT EVALUATION TECHNIQUES F 151 JURY OF EXECUTIVE OPINION 151 DELPHI METHOD 154 SALES FORCE COMPOSITE 155 SUPPLY CHAIN PARTNER FORECASTING 160 MARKET RESEARCH TOOLS FOR QUALITATIVE FORECASTING 162 MARKET RESEARCH USING PRIMARY DATA 163 MARKET RESEARCH USING SECONDARY DATA 164 DECISION ANALYSIS TOOLS FOR QUALITATIVE FORECASTING 166 DECISION TREE DIAGRAMS 166 SIMULATIONS 168 SUMMARY 169 APPENDIX 170 6. SALES FORECASTING SYSTEMS 175 INTRODUCTION 176 THE SALES FORECASTING SYSTEM AS A COMMUNICATION VEHICLE - 176 THE TOOL SHOULD FIT THE PROBLEM 178 COMPLEX SYSTEMS DO NOT HAVE TO LOOK THAT WAY 180 A SUITE OF TIME SERIES TECHNIQUES 181 TIME SERIES, REGRESSION, AND (NOT OR) QUALITATIVE 181 LET THE SYSTEM TELL YOU WHICH TECHNIQUES TO USE 184 TELL THE SYSTEM WHICH FORECASTS ARE IMPORTANT 185 SUMMARY: SALES FORECASTING SYSTEMS PRINCIPLES 186 MULTICASTER 186 MULTICASTER BOOK VERSION 192 MBV PROCESS 193 DATA FILES 199 WORKSHEET 200 BETTINGS NOTES SALES FORECASTING SYSTEMS: SUMMARY APPENDIX 7. BENCHMARK STUDIES: THE SURVEYS INTRODUCTION STUDIES PRIOR TO PHASE 1 PHASE 2 METHODOLOGY FINDINGS COMPARING PHASE 2 TO PHASE 1 FAMILIARITY SATISFACTION USAGE APPLICATION CONCLUSIONS FROM COMPARING PHASE 1 AND PHASE 2 PHASE 2 RESULTS SALES FORECASTING SYSTEMS SALES FORECASTING MANAGEMENT FORECASTING IN CONSUMER VERSUS INDUSTRIAL MARKETS PHASE 2 FINDINGS TECHNIQUE FAMILIARITY TECHNIQUE SATISFACTION TECHNIQUE USAGE ACCURACY INFORMATION TECHNOLOGY USE IN THE FORECASTING PROCESS CONCLUSIONS: INDUSTRIAL VERSUS CONSUMER FORECASTING CONCLUSIONS FROM PHASE 2 8. BENCHMARK STUDIES: WORLD-CLASS FORECASTING INTRODUCTION FUNCTIONAL INTEGRATION FUNCTIONAL INTEGRATION STAGES IMPROVING FUNCTIONAL INTEGRATION APPROACH APPROACH STAGES IMPROVING FORECASTING APPROACH SYSTEMS SYSTEMS STAGES IMPROVING FORECASTING SYSTEMS 206 209 209 210 211 212 212 213 221 221 223 224 225 229 230 230 234 239 241 242 242 243 246 247 248 249 253 254 256 256 260 261 263 269 270 271 274 PERFORMANCE MEASUREMENT 275 PERFORMANCE MEASUREMENT STAGES 275 IMPROVING FORECASTING PERFORMANCE MEASUREMENT 278 CONCLUSIONS 279 APPENDIX: SALES FORECASTING AUDIT PROTOCOL 281 9 BENCHMARK STUDIES: CONDUCTING A FORECASTING AUDIT 289 INTRODUCTION 290 THE ROLE OF AUDITING 291 THE AUDIT PROCESS 292 THE AS-IS STATE 297 THE SHOULD-BE STATE 299 THE WAY-FORWARD 302 MANAGEMENT RESPONSE TO AUDITS 303 CONCLUSIONS 306 10. MANAGING THE SALES FORECASTING FUNCTION 309 INTRODUCTION 310 THE ROLE OF THE SALES FORECASTING CHAMPION 310 MANAGERIAL PERSPECTIVE 311 CROSS-FUNCTIONAL PERSPECTIVE 312 A LEADER, NOT A CLERK 312 A SALES FORECAST DEVELOPER AND USER 313 TECHNIQUE PERSPECTIVE 313 SYSTEMS PERSPECTIVE 314 MENTOR/TRAINER 314 ONGOING TRAINING 315 THE SEVEN KEYS TO BETTER FORECASTING 316 KEY 1: UNDERSTAND WHAT SALES FORECASTING IS AND IS NOT 316 KEY 2: FORECAST DEMAND, PLAN SUPPLY 318 KEY 3: COMMUNICATE, COOPERATE, COLLABORATE 319 KEY 4: ELIMINATE ISLANDS OF ANALYSIS 319 KEY 5: USE TOOLS WISELY 321 KEY 6: MAKE IT IMPORTANT 322 KEY 7: MEASURE, MEASURE, MEASURE 324 WHY THE CEO SHOULD CARE 325 THE CEO SHOULD CARE AT TELLABS 328 CONCLUSIONS 329 REFERENCES 331 INDEX 337 ABOUT THE AUTHORS 347
any_adam_object	1
author	Mentzer, John T. Moon, Mark A. 1955-
author_GND	(DE-588)136743730
author_facet	Mentzer, John T. Moon, Mark A. 1955-
author_role	aut aut
author_sort	Mentzer, John T.
author_variant	j t m jt jtm m a m ma mam
building	Verbundindex
bvnumber	BV021282037
callnumber-first	H - Social Science
callnumber-label	HF5415
callnumber-raw	HF5415.2
callnumber-search	HF5415.2
callnumber-sort	HF 45415.2
callnumber-subject	HF - Commerce
classification_rvk	QP 612
classification_tum	WIR 820f
ctrlnum	(OCoLC)55990213 (DE-599)BVBBV021282037
dewey-full	658.8/18
dewey-hundreds	600 - Technology (Applied sciences)
dewey-ones	658 - General management
dewey-raw	658.8/18
dewey-search	658.8/18
dewey-sort	3658.8 218
dewey-tens	650 - Management and auxiliary services
discipline	Wirtschaftswissenschaften
edition	2. ed.
format	Book
fullrecord	<?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01980nam a2200517zc 4500</leader><controlfield tag="001">BV021282037</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20201127 </controlfield><controlfield tag="007">t\|</controlfield><controlfield tag="008">060105s2005 xxud\|\|\| \|\|\|\| 00\|\|\| eng d</controlfield><datafield tag="010" ind1=" " ind2=" "><subfield code="a">2004016438</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">1412905710</subfield><subfield code="c">pbk.</subfield><subfield code="9">1-412-90571-0</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)55990213</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV021282037</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">aacr</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="044" ind1=" " ind2=" "><subfield code="a">xxu</subfield><subfield code="c">US</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-M347</subfield><subfield code="a">DE-1049</subfield><subfield code="a">DE-83</subfield><subfield code="a">DE-91</subfield><subfield code="a">DE-573</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HF5415.2</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.8/18</subfield><subfield code="2">22</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 612</subfield><subfield code="0">(DE-625)141909:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">WIR 820f</subfield><subfield code="2">stub</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Mentzer, John T.</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Sales forecasting management</subfield><subfield code="b">a demand management approach</subfield><subfield code="c">John T. Mentzer ; Mark A. Moon</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">2. ed.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Thousand Oaks, Calif. [u.a.]</subfield><subfield code="b">Sage Publications</subfield><subfield code="c">2005</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XV, 347 S.</subfield><subfield code="b">graph. Darst.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Marktonderzoek</subfield><subfield code="2">gtt</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Pazarlama araştırması - Yönetim</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Prognoses</subfield><subfield code="2">gtt</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Satış tahmini - Yönetim</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Verkooptechnieken</subfield><subfield code="2">gtt</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sales forecasting</subfield><subfield code="x">Management</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Marketing research</subfield><subfield code="x">Management</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Marketingmanagement</subfield><subfield code="0">(DE-588)4168907-0</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Absatzprognose</subfield><subfield code="0">(DE-588)4252783-1</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Marketingmanagement</subfield><subfield code="0">(DE-588)4168907-0</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Absatzprognose</subfield><subfield code="0">(DE-588)4252783-1</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Moon, Mark A.</subfield><subfield code="d">1955-</subfield><subfield code="e">Verfasser</subfield><subfield code="0">(DE-588)136743730</subfield><subfield code="4">aut</subfield></datafield><datafield tag="856" ind1="4" ind2=" "><subfield code="u">http://www.loc.gov/catdir/toc/ecip0420/2004016438.html</subfield><subfield code="3">Table of contents</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">SWB Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014603020&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="943" ind1="1" ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-014603020</subfield></datafield></record></collection>
id	DE-604.BV021282037
illustrated	Illustrated
indexdate	2024-12-20T12:32:22Z
institution	BVB
isbn	1412905710
language	English
lccn	2004016438
oai_aleph_id	oai:aleph.bib-bvb.de:BVB01-014603020
oclc_num	55990213
open_access_boolean
owner	DE-M347 DE-1049 DE-83 DE-91 DE-BY-TUM DE-573
owner_facet	DE-M347 DE-1049 DE-83 DE-91 DE-BY-TUM DE-573
physical	XV, 347 S. graph. Darst.
publishDate	2005
publishDateSearch	2005
publishDateSort	2005
publisher	Sage Publications
record_format	marc
spellingShingle	Mentzer, John T. Moon, Mark A. 1955- Sales forecasting management a demand management approach Marktonderzoek gtt Pazarlama araştırması - Yönetim Prognoses gtt Satış tahmini - Yönetim Verkooptechnieken gtt Sales forecasting Management Marketing research Management Marketingmanagement (DE-588)4168907-0 gnd Absatzprognose (DE-588)4252783-1 gnd
subject_GND	(DE-588)4168907-0 (DE-588)4252783-1
title	Sales forecasting management a demand management approach
title_auth	Sales forecasting management a demand management approach
title_exact_search	Sales forecasting management a demand management approach
title_full	Sales forecasting management a demand management approach John T. Mentzer ; Mark A. Moon
title_fullStr	Sales forecasting management a demand management approach John T. Mentzer ; Mark A. Moon
title_full_unstemmed	Sales forecasting management a demand management approach John T. Mentzer ; Mark A. Moon
title_short	Sales forecasting management
title_sort	sales forecasting management a demand management approach
title_sub	a demand management approach
topic	Marktonderzoek gtt Pazarlama araştırması - Yönetim Prognoses gtt Satış tahmini - Yönetim Verkooptechnieken gtt Sales forecasting Management Marketing research Management Marketingmanagement (DE-588)4168907-0 gnd Absatzprognose (DE-588)4252783-1 gnd
topic_facet	Marktonderzoek Pazarlama araştırması - Yönetim Prognoses Satış tahmini - Yönetim Verkooptechnieken Sales forecasting Management Marketing research Management Marketingmanagement Absatzprognose
url	http://www.loc.gov/catdir/toc/ecip0420/2004016438.html http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014603020&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
work_keys_str_mv	AT mentzerjohnt salesforecastingmanagementademandmanagementapproach AT moonmarka salesforecastingmanagementademandmanagementapproach

Availability

Order (Login required)

Table of contents
Order paper/chapter scan

Branch Library Main Campus

Holdings details from Teilbibliothek Stammgelände
Call Number:	0002 WIR 820f 2012 A 6395(2) Floor plan
Copy 1	Available for loan On Shelf