Question 1

Sales potential refers to the portion of:

Accepted Answer

A) the sales forecast dealing with a particular product category 
B) the sales forecast that can be determined from external data 
C) a company's customer base that will buy a new product 
D) the total market potential dealing with one industry 
E) the total market potential that an individual company can achieve 
A) the sales forecast dealing with a particular product category 
B) the sales forecast that can be determined from external data 
C) a company's customer base that will buy a new product 
D) the total market potential dealing with one industry 
E) the total market potential that an individual company can achieve E

Question 2

Forecasting sales in some foreign countries is often difficult because of:

Accepted Answer

A) trade barriers such as tariffs and customs duties 
B) short supply chains 
C) instability of markets,systems,and governments 
D) cultural bias 
E) language barriers 
A) trade barriers such as tariffs and customs duties 
B) short supply chains 
C) instability of markets,systems,and governments 
D) cultural bias 
E) language barriers C

Question 3

Companies that understand the process of sales forecasting use the figures they calculate with the understanding that these figures are more accurate:

Accepted Answer

A) over the short-term than over the long-term 
B) as correlations than as predictors 
C) when combined with other figures,like the consumer price index and measures specific to the company's industry 
D) as internal information than as public information 
E) when converted into sales goals 
A) over the short-term than over the long-term 
B) as correlations than as predictors 
C) when combined with other figures,like the consumer price index and measures specific to the company's industry 
D) as internal information than as public information 
E) when converted into sales goals A

Question 4

A variable that predicts what will happen with the sales of another product is referred to as that product's:

Accepted Answer

A) dependent 
B) predecessor 
C) leading indicator 
D) moving average 
E) response model 
A) dependent 
B) predecessor 
C) leading indicator 
D) moving average 
E) response model

Question 5

What can compromise a sales forecast? In what situations are sales forecasts most likely to be accurate?

Accepted Answer

A sales forecast cannot be acc

Question 6

There is no way a sales forecast can be accurate if the information it is based on:

Accepted Answer

A) goes through a regression analysis 
B) is inaccurate,biased,or only partially true 
C) was collected over a long period of time 
D) is provided by salespeople themselves 
E) comes from external sources 
A) goes through a regression analysis 
B) is inaccurate,biased,or only partially true 
C) was collected over a long period of time 
D) is provided by salespeople themselves 
E) comes from external sources

Question 7

In order to account for the different levels of importance of different kinds of trends,a company can use:

Accepted Answer

A) a combination goals sheet to figure the weight of each trend 
B) regression analysis to weight different factors differently 
C) CRM software to analyze how customers interact with the trends 
D) expert opinion to guide the weighting of some figures over others 
E) competitors' forecasts to guide their weighting of different data 
A) a combination goals sheet to figure the weight of each trend 
B) regression analysis to weight different factors differently 
C) CRM software to analyze how customers interact with the trends 
D) expert opinion to guide the weighting of some figures over others 
E) competitors' forecasts to guide their weighting of different data

Question 8

What are reasons that a company would lie about a sales forecast and inflate it artificially? What are the consequences when these lies are discovered?

Accepted Answer

A company would artificially inflate sal

Question 9

After an organization acquires the customer data,it must clean up the data.

Accepted Answer

A) True 
 B)False

Question 10

A sales forecast is a function of several different:

Accepted Answer

A) financial estimates 
B) industry trends 
C) trend analyses 
D) data integration measures 
E) market potentials 
A) financial estimates 
B) industry trends 
C) trend analyses 
D) data integration measures 
E) market potentials

Question 11

Explain the relationship between market potential,sales potential,and a sales forecast.

Accepted Answer

Market potential is the total amount tha

Question 12

Measures that predict how much customers and businesses will spend help forecast sales by:

Accepted Answer

A) forecasting how much total will be spent in different categories,so companies can calculate what percentage of that spending they can capture 
B) giving a historical picture of how much those customers and businesses have spent with the company 
C) providing points of comparison between business and retail customers that allow companies to predict sales from one based on sales from the other 
D) basing predictions on figures that move as soon as market forces move 
E) predicting whether the economy will get stronger or weaker in general 
A) forecasting how much total will be spent in different categories,so companies can calculate what percentage of that spending they can capture 
B) giving a historical picture of how much those customers and businesses have spent with the company 
C) providing points of comparison between business and retail customers that allow companies to predict sales from one based on sales from the other 
D) basing predictions on figures that move as soon as market forces move 
E) predicting whether the economy will get stronger or weaker in general

Question 13

A sales force composite forecast may be extremely accurate:

Accepted Answer

A) in the short term and the long term 
B) in the short term,but not the long term 
C) in the long term,but not the short term 
D) only if it is made by sales managers,not salespeople 
E) as an internal measure only 
A) in the short term and the long term 
B) in the short term,but not the long term 
C) in the long term,but not the short term 
D) only if it is made by sales managers,not salespeople 
E) as an internal measure only

Question 14

What are the characteristics of the cities that are the best sites for market tests?

Accepted Answer

A) They are near a source of water,such as a lake,river,or ocean. 
B) They have a population of between 100,000 and 500,000 residents. 
C) They have demographics very similar to the demographics of the entire United States. 
D) They have taken a census within the previous decade. 
E) They have centers set up in which residents can test new products and services. 
A) They are near a source of water,such as a lake,river,or ocean. 
B) They have a population of between 100,000 and 500,000 residents. 
C) They have demographics very similar to the demographics of the entire United States. 
D) They have taken a census within the previous decade. 
E) They have centers set up in which residents can test new products and services.

Question 15

Trend analysis looks at the way a company's products have sold,while correlational analysis looks at:

Accepted Answer

A) the way a company's products will sell in the future 
B) the average of the sales trends over the previous few sales periods 
C) the effects of exponential smoothing 
D) the trends of variables that are related to the product 
E) sales forecasts for competing products 
A) the way a company's products will sell in the future 
B) the average of the sales trends over the previous few sales periods 
C) the effects of exponential smoothing 
D) the trends of variables that are related to the product 
E) sales forecasts for competing products

Question 16

Response models are a way companies have to look at how customers have responded to various:

Accepted Answer

A) sales and marketing strategies 
B) products and services 
C) economic upswings and downturns 
D) fiduciary pressures 
E) market forces 
A) sales and marketing strategies 
B) products and services 
C) economic upswings and downturns 
D) fiduciary pressures 
E) market forces

Question 17

When a marketing department has access to customer data about current products and services,it enables the department to:

Accepted Answer

A) understand the relationship between the marketing and sales departments 
B) create campaigns that tap into the preferences and desires of customers 
C) recommend product improvements to the product development department 
D) continue the current campaigns they are conducting 
E) justify the expenses they department incurs 
A) understand the relationship between the marketing and sales departments 
B) create campaigns that tap into the preferences and desires of customers 
C) recommend product improvements to the product development department 
D) continue the current campaigns they are conducting 
E) justify the expenses they department incurs

Question 18

The human resources department needs access to customer data so it can hire the right number of people as the company expands.

Accepted Answer

A) True 
 B)False

Question 19

What are the two time series analysis techniques? Explain them,and explain what a leading indicator is.

Accepted Answer

The two time series analysis techniques

Question 20

Companies that engage in the process of forecasting sales must commit to:

Accepted Answer

A) accuracy,even when the forecast is negative 
B) neutrality,by excluding any information that might cause deviations from the sales trends for previous years 
C) sharing the sales forecasts with competitors in exchange for access to the forecasts of those companies 
D) setting sales goals based on these forecasts 
E) full disclosure of these forecasts to the SEC 
A) accuracy,even when the forecast is negative 
B) neutrality,by excluding any information that might cause deviations from the sales trends for previous years 
C) sharing the sales forecasts with competitors in exchange for access to the forecasts of those companies 
D) setting sales goals based on these forecasts 
E) full disclosure of these forecasts to the SEC

Sales potential refers to the portion of:

Forecasting sales in some foreign countries is often difficult because of:

Companies that understand the process of sales forecasting use the figures they calculate with the understanding that these figures are more accurate:

A variable that predicts what will happen with the sales of another product is referred to as that product's:

What can compromise a sales forecast? In what situations are sales forecasts most likely to be accurate?

There is no way a sales forecast can be accurate if the information it is based on:

In order to account for the different levels of importance of different kinds of trends,a company can use:

What are reasons that a company would lie about a sales forecast and inflate it artificially? What are the consequences when these lies are discovered?

After an organization acquires the customer data,it must clean up the data.

A sales forecast is a function of several different:

Explain the relationship between market potential,sales potential,and a sales forecast.

Measures that predict how much customers and businesses will spend help forecast sales by:

A sales force composite forecast may be extremely accurate:

What are the characteristics of the cities that are the best sites for market tests?

Trend analysis looks at the way a company's products have sold,while correlational analysis looks at:

Response models are a way companies have to look at how customers have responded to various:

When a marketing department has access to customer data about current products and services,it enables the department to:

The human resources department needs access to customer data so it can hire the right number of people as the company expands.

What are the two time series analysis techniques? Explain them,and explain what a leading indicator is.

Companies that engage in the process of forecasting sales must commit to:

Introduction to Sales Management

The Sales Function and Multi-Sales Channels

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Training and Developing the Sales Force

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Assessing the Performance of the Sales Force and the People Who Comprise It

Internal and External Cultural Forces

Filters

Exam 13: Turning Customer Information Into Sales Knowledge

Sales potential refers to the portion of:

Forecasting sales in some foreign countries is often difficult because of:

Companies that understand the process of sales forecasting use the figures they calculate with the understanding that these figures are more accurate:

A variable that predicts what will happen with the sales of another product is referred to as that product's:

What can compromise a sales forecast? In what situations are sales forecasts most likely to be accurate?

There is no way a sales forecast can be accurate if the information it is based on:

In order to account for the different levels of importance of different kinds of trends,a company can use:

What are reasons that a company would lie about a sales forecast and inflate it artificially? What are the consequences when these lies are discovered?

After an organization acquires the customer data,it must clean up the data.

A sales forecast is a function of several different:

Explain the relationship between market potential,sales potential,and a sales forecast.

Measures that predict how much customers and businesses will spend help forecast sales by:

A sales force composite forecast may be extremely accurate:

What are the characteristics of the cities that are the best sites for market tests?

Trend analysis looks at the way a company's products have sold,while correlational analysis looks at:

Response models are a way companies have to look at how customers have responded to various:

When a marketing department has access to customer data about current products and services,it enables the department to:

The human resources department needs access to customer data so it can hire the right number of people as the company expands.

What are the two time series analysis techniques? Explain them,and explain what a leading indicator is.

Companies that engage in the process of forecasting sales must commit to:

Introduction to Sales Management

The Sales Function and Multi-Sales Channels

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Training and Developing the Sales Force

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Assessing the Performance of the Sales Force and the People Who Comprise It

Internal and External Cultural Forces

Filters