The Firm's Final Sales Forecast Is Usually a Function of

question 144

Multiple Choice

The firm's final sales forecast is usually a function of

• A) economic forecasts.
• B) salesperson's estimates of demand.
• C) internal and external factors in combination.
• D) accounts receivable experience.

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Definitions:

Successive Approximations

In the operant-conditioning procedure of shaping, behaviors that are ordered in terms of increasing similarity or closeness to the desired response.

Neutral Stimulus

A stimulus that initially produces no specific response other than focusing attention, until it is paired with an unconditioned stimulus.

Unconditioned Stimulus

In classical conditioning, a stimulus that unconditionally—naturally and automatically—triggers a response.

Conditioned Stimulus

A previously neutral stimulus that, after becoming associated with the unconditioned stimulus, eventually comes to trigger a conditioned response.