Which Nonquantitative Forecasting Approach Asks Each Member of the Sales

question 69

Multiple Choice

Which nonquantitative forecasting approach asks each member of the sales force for his or her best estimate of sales for their individual territories over the coming year?

• A)survey of sales intentions
• B)generalist sales forecast
• C)equalized workload method
• D)incremental productivity method
• E)sales force composite

---

Definitions:

External-Unstable

Characteristics of attributions referring to causes outside oneself that are variable and can change over time.

Self-Fulfilling Prophesy

A prediction that directly or indirectly causes itself to become true, due to the positive feedback between belief and behavior.

Discrimination

The unjust or prejudicial treatment of different categories of people, especially on the grounds of race, age, sex, or disability.

Self-Serving Bias

The common tendency to attribute successes to personal abilities and failures to external factors.