The Survey of Buyer Intentions Method of Sales Forecasting Can

question 59

Multiple Choice

The survey of buyer intentions 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.

---

Definitions:

Social Desirability Bias

The inclination of individuals to respond to inquiries in a way that they believe others will approve of.

Self-Reports

Self-reports involve individuals providing information or feedback about themselves, typically through questionnaires or interviews.

Case Studies

An in-depth analysis of a specific situation, group, individual, or event over a period of time, used as a research method in psychology.

Naturalistic Observations

A study technique where individuals are monitored in their natural settings without any intervention by the researcher.