During sales forecasting, the sales force of a company uses past data and analyzes it to study the impact of factors that influence sales trends. It identifies cyclical fluctuations and assesses long-term growth trends with the help of available data. Which of the following methods of sales forecasting is it using?

Question

Quizplus · Accepted Answer

The method being used is time-series analysis, which involves studying past data and identifying cyclical fluctuations and long-term growth trends. Sales force composite analysis involves gathering input from sales personnel to create a forecast, customer expectations analysis involves gathering input from customers to create a forecast, and the jury of executive opinion method involves gathering input from executives to create a forecast. None of these methods involve studying past data in the way that time-series analysis does.

During Sales Forecasting, the Sales Force of a Company Uses