Question 1

Exponential smoothing is poor for medium- and long-range forecasts.

Accepted Answer

A) True 
 B)False

Question 2

The expected level of industry sales given a specific industry strategy in a given geographic area for a specific time period is the definition for

Accepted Answer

A)  market forecast. 
B)  sales potential. 
C)  salesperson quotas. 
D)  sales forecast. 
E)  market potential. 
A)  market forecast. 
B)  sales potential. 
C)  salesperson quotas. 
D)  sales forecast. 
E)  market potential.

Question 3

The forecasting technique that involves a panel of managers each submitting an anonymous forecast for an account which are summarized into a report and then sent to each panel member is the

Accepted Answer

A)  executive decomposition method. 
B)  Delphi method. 
C)  executive decision method. 
D)  top-down approach. 
E)  jury of executive opinion method. 
A)  executive decomposition method. 
B)  Delphi method. 
C)  executive decision method. 
D)  top-down approach. 
E)  jury of executive opinion method.

Question 4

In top-down approaches, company personnel provide aggregate company forecasts, which sales managers must break down into zone, region, district, territory, and account forecasts.

Accepted Answer

A) True 
 B)False

Question 5

A sales forecast will be affected by the length of the time period and the geographic area involved in the forecast.

Accepted Answer

A) True 
 B)False

Question 6

A critical aspect of the exponential smoothing method of forecasting involves determining the appropriate alpha weight for this year's company sales.

Accepted Answer

A) True 
 B)False

Question 7

Although useful, the moving averages method of forecasting suffers from being complicated and cumbersome to use.

Accepted Answer

A) True 
 B)False

Question 8

The Delphi method of forecasting allows for voicing of unusual opinions and anonymous mind changing.

Accepted Answer

A) True 
 B)False

Question 9

Decomposition methods involve different procedures that break down previous company sales data into four major components: trend, cycle, seasonal, and economic events.

Accepted Answer

A) True 
 B)False

Question 10

Exponential smoothing is a type of moving averages method of forecasting.

Accepted Answer

A) True 
 B)False

Question 11

The Delphi method of forecasting eliminates group decision making pitfalls, such as specious persuasion or a bandwagon effect.

Accepted Answer

A) True 
 B)False

Question 12

This forecasting method acknowledges three key factors affecting sales--trend, seasonal , cycles.

Accepted Answer

A)  Delphi method 
B)  Salesforce composite 
C)  Exponential smoothing 
D)  Moving averages 
E)  Decomposition method 
A)  Delphi method 
B)  Salesforce composite 
C)  Exponential smoothing 
D)  Moving averages 
E)  Decomposition method

Question 13

The expected level of company sales, given a specific strategy in a given geographic area for a specific time period, is the definition for

Accepted Answer

A)  market forecast. 
B)  sales potential. 
C)  salesperson quotas. 
D)  market potential. 
E)  sales forecast. 
A)  market forecast. 
B)  sales potential. 
C)  salesperson quotas. 
D)  market potential. 
E)  sales forecast.

Question 14

A strength of regression analysis for forecasting is that it identifies unknown factors affecting market response.

Accepted Answer

A) True 
 B)False

Question 15

Market factor methods typically involve identifying one or more factors that are related to sales at the zone, region, district, territory, or account levels and using these factors to break down the overall company forecast into forecasts at these levels.

Accepted Answer

A) True 
 B)False

Question 16

A weakness of the decomposition method of forecasting is that it does not lend itself to longer-range forecasts.

Accepted Answer

A) True 
 B)False

Question 17

The salesforce composite method of forecasting can take excessive amounts of salespeople's time if done too often.

Accepted Answer

A) True 
 B)False

Question 18

A forecast of market potential is the expected level of industry sales, given a specific industry strategy in a given geographic area for a specific tune period.

Accepted Answer

A) True 
 B)False

Question 19

If you predict a specific level of district sales for your firm's personal computers, given your firm's expected strategy, you have prepared a sales forecast.

Accepted Answer

A) True 
 B)False

Question 20

The best possible level of industry sales in a given geographic area for a specific time period is the definition for

Accepted Answer

A)  market forecast. 
B)  sales potential. 
C)  salesperson quotas. 
D)  market potential. 
E)  sales forecast. 
A)  market forecast. 
B)  sales potential. 
C)  salesperson quotas. 
D)  market potential. 
E)  sales forecast.

Exponential smoothing is poor for medium- and long-range forecasts.

The expected level of industry sales given a specific industry strategy in a given geographic area for a specific time period is the definition for

The forecasting technique that involves a panel of managers each submitting an anonymous forecast for an account which are summarized into a report and then sent to each panel member is the

In top-down approaches, company personnel provide aggregate company forecasts, which sales managers must break down into zone, region, district, territory, and account forecasts.

A sales forecast will be affected by the length of the time period and the geographic area involved in the forecast.

A critical aspect of the exponential smoothing method of forecasting involves determining the appropriate alpha weight for this year's company sales.

Although useful, the moving averages method of forecasting suffers from being complicated and cumbersome to use.

The Delphi method of forecasting allows for voicing of unusual opinions and anonymous mind changing.

Decomposition methods involve different procedures that break down previous company sales data into four major components: trend, cycle, seasonal, and economic events.

Exponential smoothing is a type of moving averages method of forecasting.

The Delphi method of forecasting eliminates group decision making pitfalls, such as specious persuasion or a bandwagon effect.

This forecasting method acknowledges three key factors affecting sales--trend, seasonal , cycles.

The expected level of company sales, given a specific strategy in a given geographic area for a specific time period, is the definition for

A strength of regression analysis for forecasting is that it identifies unknown factors affecting market response.

Market factor methods typically involve identifying one or more factors that are related to sales at the zone, region, district, territory, or account levels and using these factors to break down the overall company forecast into forecasts at these levels.

A weakness of the decomposition method of forecasting is that it does not lend itself to longer-range forecasts.

The salesforce composite method of forecasting can take excessive amounts of salespeople's time if done too often.

A forecast of market potential is the expected level of industry sales, given a specific industry strategy in a given geographic area for a specific tune period.

If you predict a specific level of district sales for your firm's personal computers, given your firm's expected strategy, you have prepared a sales forecast.

The best possible level of industry sales in a given geographic area for a specific time period is the definition for

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Filters

Exam 10: Developing Forecasts

Exponential smoothing is poor for medium- and long-range forecasts.

The expected level of industry sales given a specific industry strategy in a given geographic area for a specific time period is the definition for

The forecasting technique that involves a panel of managers each submitting an anonymous forecast for an account which are summarized into a report and then sent to each panel member is the

In top-down approaches, company personnel provide aggregate company forecasts, which sales managers must break down into zone, region, district, territory, and account forecasts.

A sales forecast will be affected by the length of the time period and the geographic area involved in the forecast.

A critical aspect of the exponential smoothing method of forecasting involves determining the appropriate alpha weight for this year's company sales.

Although useful, the moving averages method of forecasting suffers from being complicated and cumbersome to use.

The Delphi method of forecasting allows for voicing of unusual opinions and anonymous mind changing.

Decomposition methods involve different procedures that break down previous company sales data into four major components: trend, cycle, seasonal, and economic events.

Exponential smoothing is a type of moving averages method of forecasting.

The Delphi method of forecasting eliminates group decision making pitfalls, such as specious persuasion or a bandwagon effect.

This forecasting method acknowledges three key factors affecting sales--trend, seasonal , cycles.

The expected level of company sales, given a specific strategy in a given geographic area for a specific time period, is the definition for

A strength of regression analysis for forecasting is that it identifies unknown factors affecting market response.

Market factor methods typically involve identifying one or more factors that are related to sales at the zone, region, district, territory, or account levels and using these factors to break down the overall company forecast into forecasts at these levels.

A weakness of the decomposition method of forecasting is that it does not lend itself to longer-range forecasts.

The salesforce composite method of forecasting can take excessive amounts of salespeople's time if done too often.

A forecast of market potential is the expected level of industry sales, given a specific industry strategy in a given geographic area for a specific tune period.

If you predict a specific level of district sales for your firm's personal computers, given your firm's expected strategy, you have prepared a sales forecast.

The best possible level of industry sales in a given geographic area for a specific time period is the definition for

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Filters