Why Would a Firm Survey Its Sales Force to Forecast

question 7

Essay

Why would a firm survey its sales force to forecast company sales? Why would a firm choose an expert forecasting survey instead?

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Definitions:

Catharsis

The release of emotional tension.

Denial

A psychological defense mechanism in which confrontation with a personal problem or with reality is avoided by denying the existence of the problem or reality.

Displacement

A defense mechanism where an individual redirects a negative emotion from its original source to a safer target.

Sigmund Freud

A seminal figure in psychology, known for founding psychoanalysis, a method for treating psychopathology through dialogue between a patient and a psychoanalyst.