With the sales force composite method, salespeople project sales volumes for customers in their own territory, and then the aggregated estimates are reviewed by higher management.
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Q7: Actual sales are normally equal to potential
Q8: The Buying Power Index includes such factors
Q9: "Sales potential" represents the sales volume a
Q10: Managers rarely need forecasts for designing sales
Q11: When forecasting sales, leading indicators work well
Q13: Actual industry sales are usually less than
Q14: Leading indicators are typically better than other
Q15: The sales force composite method is especially
Q16: Sales force composite methods involve regression analysis.
Q17: Business market potentials can be computed from
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