Sales-force composite as a method of forecasting demand is most effective when:

A) the macroeconomic environment is dynamic.
B) the market is not segmented.
C) the product is new to its market.
D) competition for sales dollars is intense.
E) the market is composed of a relatively few, but large, customers.

Question

Sales-force composite as a method of forecasting demand is most effective when:
 
A) the macroeconomic environment is dynamic.
B) the market is not segmented.
C) the product is new to its market.
D) competition for sales dollars is intense.
E) the market is composed of a relatively few, but large, customers.

Quizplus · Accepted Answer

Sales-force composite forecasting is most effective when the market consists of a relatively few, but large, customers because sales representatives can more easily estimate potential sales to each customer due to their familiarity and direct contact with them.

Sales-Force Composite as a Method of Forecasting Demand Is Most