Alex Wren of Owens Corning Fiberglass Corp talks to Terry Jones, a homebuilder, to find out how much fiberglass insulation he intends to use in building homes during the next year. Albert then multiplies that number by the total number of builders in the territory. He is using a approach to measure sales potential.
A) multivariable
B) use of product
C) breakdown
D) regression
E) buildup

Question

Quizplus · Accepted Answer

The buildup approach involves estimating sales potential by determining the potential sales for each customer or segment and then aggregating these estimates to get a total sales potential. Alex Wren is estimating the sales potential by calculating the expected usage of fiberglass insulation by one builder and then multiplying it by the total number of builders.

Alex Wren of Owens Corning Fiberglass Corp Talks to Terry