Sales Force Estimates draw forecasts from the expert judgment of salespersons. Why would a firm choose this forecasting method?
A) Accuracy of a forecast may depend on landing a few large orders from customers.
B) The sales force is closest to the customers and can therefore detect changes in market trends.
C) The sales force is closest to the customers and can therefore anticipate customer needs.
D) All of these options are valid reasons for Sales Force Estimate forecasting

Question

Quizplus · Accepted Answer

Sales Force Estimates are used because salespersons are close to the customers, allowing them to detect market trends and anticipate customer needs, and the accuracy of forecasts can depend on large orders.

Sales Force Estimates Draw Forecasts from the Expert Judgment of Salespersons