Exam (elaborations)
Chapter 4. Sales Force Organization Questions and Answers 2024
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Chapter 4. Sales Force Organization
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Chapter 4. Sales Force Organizationmarket potential - answer an estimate of the possible sales of a commodity, group of
commodities or a service for an entire industry during a stated period under ideal
conditions.
market - answer a customer group in a specific geographic area
sales potential - answer the portion of the market potential that a particular firm can
reasonably expect to achieve.
market potential - answer the maximum possible sales for all sellers of the good or
service under ideal conditions
sales potential - answer the maximum possible sales for an individual firm
sales forecast - answer an estimate of the dollar or unit sales for a specified future
period.
sales forecast - answer specifies the commodity, customer group, geographic area, and
time period and includes a specific marketing plan and accompanying marketing
program as essential elements.
sales quotas - answer sales goals assigned to a marketing unit for use in managing
sales efforts.
subjective forecasting methods - answerdo not rely primarily on sophisticated
quantitative (empirical) analytical approaches in developing the forecast.
user expectations - answerrelies on answers from customers regarding expected
consumption or purchases of the product. Also known as the buyers' intentions method
sales force composite - answeruses the initial input of each member of the field sales
staff who share how much he/she expects to sell during the forecast period.
jury of executive opinion - answera formal or informal internal poll of key executives
within the selling company in order to gain their assessment of sales possibilities
delphi technique - answeruses an iterative approach with repeated measurement and
controlled anonymous feedback to create a forecast.
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