Sales Forecasting Management

PREFACE 1. MANAGING THE SALES FORECASTING PROCESS INTRODUCTION A DEMAND MANAGEMENT APPROACH TO SALES FORECASTING SALES FORECASTING MANAGEMENT FORECASTS VERSUS PLANS VERSUS TARGETS THE ROLE OF SALES FORECASTING IN SALES AND OPERATIONS PLANNING (S&OP) WHY IS A SALES FORECAST NEEDED? SUMMARY: ORGANIZATIONAL SALES FORECASTING NEEDS THE TOOLS OF SALES FORECASTING MANAGEMENT SALES FORECASTING MANAGEMENT QUESTIONS SALES FORECASTING AND PLANNING: AN ITERATIVE PROCESS FUNCTIONAL SILOS OVERVIEW OF THIS BOOK OVERVIEW OF THIS BOOK 2. SALES FORECASTING PERFORMANCE MEASUREMENT INTRODUCTION SALES FORECASTING ACCURACY SALES FORECOSTING COSTS CUSTOMER SATISFACTION PUTTING IT ALL TOGETHER--A FORECASTING ROI DECISION CONCLUSIONS 3. TIMES SERIES FORECASTING TECHNIQUES INTRODUCTION FIXED-MODEL TIME SERIES TECHNIQUES FIXED MODEL TIME SERIES TECHNIQUES SUMMARY OPEN-MODEL TIME SERIES TECHNIQUES SUMMARY 4. REGRESSION ANALYSIS INTRODUCTION HOW REGRESSION ANALYSIS WORKS THE PROCESS OF REGRESSION ANALYSIS FOR FORECASTING FURTHER EVALUATION OF CANDIDATE MODELS MODEL VALIDATION AN EXAMPLE CONCLUSION NOTES 5. QUALITATIVE SALES FORECASTING INTRODUCTION QUALITATIVE FORECASTING: ADVANTAGES AND PROBLEMS SUMMARY: QUALITATIVE TECHNIQUE ADVANTAGES AND PROBLEMS QUALITATIVE TECHNIQUES AND TOOLS MARKET RESEARCH TOOLS FOR QUALITATIVE FORECASTING DECISION ANALYSIS TOOLS FOR QUALITATIVE FORECASTING SUMMARY APPENDIX 6. SALES FORECASTING SYSTEMS INTRODUCTION THE SALES FORECASTING SYSTEM AS A COMMUNICATION VEHICLE MULTICASTER SALES FORECASTING SYSTEMS: SUMMARY APPENDIX 7. BENCHMARK STUDIES: THE SURVEYS INTRODUCTION STUDIES PRIOR TO PHASE 1 PHASE 2 METHODOLOGY FINDINGS COMPARING PHASE 1 TO PHASE 2 CONCLUSIONS FROM COMPARING PHASE 1 AND PHASE 2 SALES FORECASTING SYSTEMS SALES FORECASTING MANAGEMENT FORECASTING IN CONSUMER VERSUS INDUSTRIAL MARKETS CONCLUSIONS: INDUSTRIAL VERSUS CONSUMER FORECASTING CONCLUSIONS FROM PHASE 2 8. BENCHMARK STUDIES: WORLD-CLASS FORECASTING INTRODUCTION FUNCTIONAL INTEGRATION APPROACH SYSTEMS PERFORMANCE MEASUREMENT CONCLUSIONS APPENDIX: SALES FORECASTING AUDIT PROTOCOL 9. BENCHMARK STUDIES: CONDUCTING A FORECASTING AUDIT INTRODUCTION THE ROLE OF AUDITING MANAGEMENT RESPONSE TO AUDITS CONCLUSIONS 10. MANAGING THE SALES FORECASTING FUNCTION INTRODUCTION THE ROLE OF THE SALES FORECASTING CHAMPION THE SEVEN KEYS TO BETTER FORECASTING WHY THE CEO SHOULD CARE THE CEO SHOULD CARE AT TELLABS CONCLUSIONS REFERENCES INDEX