Fred Gray,president of Gray Golf Supplies dreads having to develop sales forecasts for the upcoming fiscal year.For one thing,sales of golf supplies have been somewhat volatile during the last few years.Furthermore,his sales managers and marketing manager argued for hours last year over how the sales forecast should be done without any apparent benefit to the final forecast.This year Gray would like to avoid such a confrontation by using objective forecasting techniques.His company,however,has no one with the required technical skill.What should he do?

Question

Quizplus · Accepted Answer

The Delphi technique is an objective forecasting technique that can be used to avoid confrontations between sales managers and marketing managers. It is a structured process that involves multiple rounds of forecasting, with feedback provided after each round. This allows for the identification and resolution of any differences in opinion, and can lead to a more accurate and objective forecast.

Fred Gray,president of Gray Golf Supplies Dreads Having to Develop