When Salespeople Engage in Sales Forecasting

question 130

Multiple Choice

When salespeople engage in sales forecasting:

• A) They usually have less knowledge of customers and competitors than managers have.
• B) Their estimates are less useful in business markets in which there are few customers.
• C) They may not know much about their markets if they are relatively new salespeople.
• D) They may make estimates that are too high if they think the sales manager will use the estimates to set sales quotas.
• E) All of the above.

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Definitions:

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