One Negative Effect of Using Sales Forecasts to Dictate Sales

question 48

Multiple Choice

One negative effect of using sales forecasts to dictate sales quotas for sales departments is that:

• A)salespeople have not seen the forecasts and won't understand how to interpret them without guidance
• B)executives do not understand the methods used to calculate the forecasts
• C)executives may underestimate the skills of the salespeople and set the quotas too low
• D)sales managers may deliberately forecast lower numbers than they actually predict they will achieve
• E)sales managers may inflate their sales forecasts to look good to management

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