A top-down approach to sales forecasting begins with

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A top-down approach to sales forecasting starts with a firmwide sales objective. This objective is then divided into departmental or product-specific goals, and each department or product manager develops a forecast based on their objectives. It is a strategic approach that focuses on the big picture and then works down to the specifics. Choice B is incorrect because departmental forecasts come after a firmwide sales objective is established. Choice C is also incorrect because talking to customers is more commonly used in a bottom-up approach to sales forecasting.

A Top-Down Approach to Sales Forecasting Begins with