Exam 10: Developing Forecasts

Regression analysis provides an objective forecasting method.

An estimate of the highest possible level of personal computer sales by all brands in the district covering Oklahoma and Texas for the upcoming year is an example of a

The Delphi method of forecasting is any procedure that asks individual accounts about their purchasing plans for a future period and translates these responses into account forecasts.

__________ develops a company forecast by calculating the average company sales for previous years.

A sales forecast provides the basis for determining salesforce size.

The jury of executive opinion method involves any approach where executives of the firm use their expert knowledge to forecast sales to individual accounts.

In the regression approach to developing sales forecasts, the determinant variables and measures are typically different depending upon whether the planning and control unit is a territory, district, region, or zone.

Every forecast should be defined in terms of

The forecasting method that involves any procedure that asks individual accounts about their purchasing plans for a future period and translates these responses into account forecasts is the

Which of the following is not a strength of the moving averages method of forecasting?

A weakness of the decomposition method of forecasting is that it requires a large amount of past data.

Which of the following represents the correct sequence of forecasting using a "top-down" approach to forecasting?

Sales managers are typically most concerned with total firm forecasts.

Exponential smoothing provides more weight to recent data points.

A weakness of the Delphi method of forecasting is that it may suffer due to a high dropout rate of participants.

The salesforce composite method involves various procedures where salespeople provide forecasts for their assigned accounts.

A strength of this forecasting method is that it eliminates the need for committee or group meetings.

This forecasting method identifies unknown factors affect market response.

The bottom-up approach and the salesforce-composite method represent entirely different perspectives for developing forecasts.

The jury of executive opinion method of sales forecasting can be described as