Forecasts that are initially made at the account level by salespeople are a form of the bottom-up approach.

Name: Forecasts that are initially made at the account level by salespeople are a form of the bottom-up approach.
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Bottom-up approach involves forecasting at the individual or department level and aggregating them to forecast at higher levels. Salespeople provide account-level forecasts which are then aggregated to forecast the sales for the entire organization.

Forecasts That Are Initially Made at the Account Level by Salespeople