The Most Important Reason That a Firm Might Use a Sales

question 58

Multiple Choice

The most important reason that a firm might use a sales force forecasting survey to determine its sales forecast is

• A) salespeople are generally optimistic about the future and will provide excellent forecast targets.
• B) most salespeople tend to have a pessimistic outlook, which is more likely to result in an achievable sales forecast.
• C) this tends to be the fastest way to determine a good sales forecast for the upcoming period.
• D) the averaging and other statistical techniques applied to these forecasts result in extremely accurate numbers.
• E) the sales staff is closer to the actual customers on a regular basis than anyone else in the organization.

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Definitions:

Professionalism

Entails the conduct, aims, or qualities that characterize or mark a profession or a professional person.

Labeling

The process of assigning a descriptor or category to individuals or groups which can influence how they are perceived and act.

Power Play

A strategic move or action taken by an individual or group to consolidate, assert, or increase their influence or control over others.

Screening

Screening involves the process of evaluating or testing individuals or groups to identify certain characteristics or disorders early on.