The survey of buyer intentions method of sales forecasting can be described as
A) forecasting different market potential based on the use of various marketing strategies.
B) 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.
C) forecasting based on a survey of the firm's customers to ascertain what products and amounts of these products they expect to purchase within some future period.
D) taking each salesperson's forecast for his or her territory and multiplying it by an exponential factor based on sales management's judgment of future market conditions.
E) soliciting the judgment of a group of experienced managers that are considered experts on market trends and growth potential.

Question

Quizplus · Accepted Answer

The survey of buyer intentions method of sales forecasting involves conducting a survey of the firm's customers to determine their expected purchases within a specific time frame. This information is then used to forecast sales. Choices A, B, D, and E describe other methods of sales forecasting.

The Survey of Buyer Intentions Method of Sales Forecasting Can