Using Sales Force Estimates for Forecasting Has the Advantage That

question 37

Multiple Choice

Using sales force estimates for forecasting has the advantage that

• A) no biases exist in the forecasts.
• B) statistical estimates of seasonal factors are more precise than any other approach.
• C) forecasts of individual sale force members can be easily combined to get regional or national sales totals.
• D) confusion between customer "wants" (wish list) and customer "needs" (necessary purchases) is eliminated.

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Definitions:

Knowledge Resides

The concept that information and understanding are located within individuals, groups, or systems.

Open System

An organization or entity that interacts with its environment by exchanging information, materials, and resources.

CSR

Corporate Social Responsibility, a business approach that contributes to sustainable development by delivering economic, social, and environmental benefits for all stakeholders.

Organizational Behavior

The study of how people interact within groups in a workplace setting and how this behavior affects the performance, operation, and management of the organization.