Which of the following statements regarding the regression forecasting approach is false?
A) It can be used to develop sales forecasts and establish sales quotas at the account and territory levels, but cannot be used at higher organizational levels.
B) It develops sales forecasts that explicitly consider the characteristics of each territory.
C) Regression forecasts can be translated directly into sales quotas.
D) It incorporates measurements of specific environmental, organizational, and salesperson factors as well as sales for each territory in the previous year.
E) The regression model provides information concerning relationships between determinant factors and sales.

Question

Quizplus · Accepted Answer

The statement that regression forecasting approach can be used for sales forecasting and quota setting at the account and territory levels, but not at higher organizational levels, is false. Regression can be used at all levels of the organization.

Which of the Following Statements Regarding the Regression Forecasting Approach