The Jury of Executive Opinion Method of Sales Forecasting Can

question 20

Multiple Choice

The jury of executive opinion method of sales forecasting can be described as

• A) forecasting different market potential based on the use of various marketing strategies.
• B) identifying one or more factors that are related to sales at the zone, region, district, territory, or account levels and using these factors to break down the overall company forecast into forecasts at these levels.
• C) forecasting based on a survey of the firm's customers to ascertain what products and amounts of these products they expect to purchase within some future period.
• D) taking each salesperson's forecast for his or her territory and multiplying it by an exponential factor based on sales management's judgment of future market conditions.
• E) soliciting the judgment of a group of experienced managers that are considered experts on market trends and growth potential in order to formulate a forecast.

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Definitions:

Team-Based Structure

An organizational arrangement where work is organized around teams rather than traditional hierarchies, facilitating collaboration and flexibility.

Role Ambiguity

Refers to a situation where an individual lacks clear information or understanding about their job responsibilities, expectations, or the scope of their role.

Network Structure

Describes the arrangement of nodes (individuals, organizations) and the connections between them within a network, influencing information flow and collaboration.

Satellite Organizations

Entities that operate apart yet are connected to a larger parent organization, often providing supplementary support or services.