When Salespeople Engage in Sales Forecasting

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.