When Salespeople Engage in Sales Forecasting

question 116

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 these alternatives are correct.

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Definitions:

Decision Rules

Predetermined guidelines or criteria used to make choices among alternatives in decision-making processes.

E-HRM

Electronic Human Resource Management involves using information technology for managing HR processes and activities.

Administrative Activities

Tasks related to the management and execution of the day-to-day operations within an organization.

Information-gathering

The process of collecting data and information for the purpose of making decisions or understanding a situation.