The Sales Force Composite Method of Forecasting Sales

question 49

Multiple Choice

The sales force composite method of forecasting sales:

• A)Involves the people who will be responsible for the results in setting the forecast
• B)Is an objective combined estimate of individual salespeople,product by product and customer by customer
• C)Is extremely accurate
• D)Will not produce biased results
• E)Is accurately described by all of the above

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Definitions:

Order Replenishment Systems

Systems designed to manage and automate the process of restocking products or materials to meet customer demand without overstocking.

Self-discrepancy Theory

A theory suggesting that psychological distress and emotional discomfort arise from discrepancies between one's actual self, ideal self, and ought self.

Self-discrepancies

Refers to the differences between individuals' perceptions of their actual self and their ideal or ought selves, which can influence their emotional state and self-esteem.

Declarative Selves

Aspects of an individual's self-concept that are consciously acknowledged and can be verbally communicated to others.