The most important reason that a firm might use a sales force forecasting survey to determine its sales forecast is
A) salespeople are generally optimistic about the future and will provide excellent forecast targets.
B) most salespeople tend to have a pessimistic outlook, which is more likely to result in an achievable sales forecast.
C) this tends to be the fastest way to determine a good sales forecast for the upcoming period.
D) the averaging and other statistical techniques applied to these forecasts result in extremely accurate numbers.
E) the sales staff is closer to the actual customers on a regular basis than anyone else in the organization.

Question

Quizplus · Accepted Answer

The sales staff is closer to the actual customers on a regular basis than anyone else in the organization, which means they have a better understanding of customer needs, preferences, and behaviors. This makes their input valuable for determining a more accurate sales forecast. While salespeople may have inherent biases and may not always provide reliable forecast targets, their insights can be combined with other data and techniques to develop a more comprehensive and accurate sales forecast.

The Most Important Reason That a Firm Might Use a Sales