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:

Unconditioned Stimulus

A stimulus that innately prompts a reaction without the necessity for prior conditioning.

Stimulus Generalization

The process by which conditioned responses are triggered by stimuli that are similar, but not identical, to the original conditioned stimulus.

Reinforcer

A stimulus or event that increases the probability of the repeated occurrence of a behavior that it follows, often used in the context of operant conditioning.

Primary Reinforcer

A naturally reinforcing stimulus, like food or water, that satisfies a basic biological need.