Which of the Following Represents the Correct Sequence of Forecasting

question 74

Multiple Choice

Which of the following represents the correct sequence of forecasting using a "bottom-up" approach to forecasting?

• A) Salesperson's forecasts of accounts --> Combined into territory forecasts --> Combined into district, region, and zone forecasts --> Company sales forecast
• B) Salesperson's forecasts of accounts --> Combined into district, region, and zone forecasts --> Combined into territory forecasts --> Company sales forecast
• C) Salesperson's forecasts of accounts --> Combined into district, region, and zone forecasts --> Company sales forecast --> Combined into territory forecasts
• D) Company forecasts -->Salesperson's forecasts of accounts --> Combined into territory forecasts --> Combined into district, region, and zone forecasts
• E) None of the above.

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Definitions:

Vertical Organizational Structure

An organizational model where hierarchy and direct lines of authority from top management down to lower level employees are emphasized.

Managerial Function

The roles and activities undertaken by managers to plan, organize, lead, and control to achieve business objectives.

Communicator Style

The characteristic ways in which individuals express themselves verbally and nonverbally in interpersonal communications.

High Performance Standards

A level of excellence or criteria of superior performance that organizations or individuals strive to achieve.