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:

Pricing

The strategy or method a business uses to determine the cost to consumers for goods or services.

Franchisee

An individual or company that is granted the right to do business under the franchisor's brand and system in exchange for a fee.

Salaried Manager

An employee who receives a fixed amount of compensation from an employer, typically on a monthly or yearly basis, regardless of the number of hours worked.

Risk

The exposure to the possibility of loss or damage as a result of a given action, decision, or event.