Exam 10: Developing Forecasts

A strength of the jury of executive opinion method of forecasting is that it can provide fairly quick forecasts.

In the regression method for developing sales quotas or forecasts, which of the following would be considered an organizational factor?

This forecasting method does not lend itself to longer-range forecasts.

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

Forecasts that are initially made at the account level by salespeople are a form of the top-down approach.

__________ is a type of moving averages method, except that company sales in the most recent year are weighted differently from company sales in past years.

A forecasting method that provides more weight to recent data points is

A weakness of the salesforce composite method of forecasting is that intentions frequently do not culminate in actual purchases.

All of the following are weaknesses of regression analysis except

This forecasting method may enhance salesforce morale by letting their input guide decisions.

If a firm changes its plans regarding the use of a specific marketing strategy for a future time period, then its sales forecast will normally change as well.

A strength of the exponential smoothing method of forecasting is that it provides fairly good accuracy for short term forecasts.

Forecasts that are initially made at the account level by salespeople are a form of the bottom-up approach.

Which of the following represents the correct sequence of forecasting using a "bottom-up" approach to forecasting?

When a sales manager makes a determination of the best possible level of sales for the upcoming year for his/her firm's personal computers in the Louisiana district, he/she has estimated the

Use of the market factor method is not widespread in the sales management area.

Market forecasts and sales forecasts are most often used to identify opportunities and to guide the allocation of selling efforts.

This forecasting approach begins by the development of company forecasts by individuals at the business unit level:

A weakness of the decomposition method of forecasting is that it is difficult to understand.

A sales forecast provides the basis for evaluating salesperson performance.