The Relationship Between a Sales Forecast and Sales Force Quotas

question 65

Multiple Choice

The relationship between a sales forecast and sales force quotas should be:

• A)a direct relationship,with quotas pegged to forecasts
• B)a direct relationship,with quotas set 10% above forecasts
• C)a direct relationship,with quotas set 5% below forecasts
• D)no direct relationship,with forecasts used for informational purposes
• E)no direct relationship,with quotas decided by managers who have not seen the forecasts

---

Definitions:

Expense Forecast

An estimate of future costs incurred by a business or project over a specific period.

Cash Cows

Products or business units that generate significantly more revenue than they consume in resources, often funding other areas of a business.

BCG Matrix

A strategic business tool that uses market growth and market share to categorize business units or products into four quadrants: Stars, Question Marks, Cash Cows, and Dogs.

Situation Analysis

An assessment of the current circumstances or factors affecting a specific organization, project, or business venture, to inform strategic planning.