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1 | |
_____________ is the total expected sales of a given product or service for ______________ in a specific market over a stated period of time. |
| | A) | Sales potential; the entire industry |
| | B) | Sales forecast; the entire industry |
| | C) | Market potential; an individual firm |
| | D) | Market potential; the entire industry |
| | E) | None of the above |
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2 | |
The sales forecast: |
| | A) | is typically less than the sales potential |
| | B) | is typically equal to the sales potential |
| | C) | is typically slightly higher than the sales potential |
| | D) | is always significantly higher than the sales potential |
| | E) | might be higher or lower than the sales potential - you never know |
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3 | |
The North American Industry Classification System (NAICS) was developed jointly by the: |
| | A) | United States, Canada, and United Kingdom |
| | B) | United States, United Kingdom, and France |
| | C) | United States, Canada, and Mexico |
| | D) | United States, France, and Germany |
| | E) | United States, Germany, and Australia |
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4 | |
The oldest and simplest method of forecasting sales is: |
| | A) | Sales force composite |
| | B) | Buyer's intentions |
| | C) | Test market |
| | D) | Executive opinion |
| | E) | Moving average |
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5 | |
The method of forecasting that involves a panel of experts that try to reach consensus is: |
| | A) | sales force composite |
| | B) | buyer's intentions |
| | C) | test market |
| | D) | Delphi technique |
| | E) | None of the above |
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6 | |
Sales force composite forecasts can be inaccurate because salespeople often: |
| | A) | "low ball" their estimates so quotas can be more easily obtained |
| | B) | are poor at math |
| | C) | don't have any stake in the accuracy of the forecast |
| | D) | have minimal contact with customers |
| | E) | All of the above. |
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7 | |
Past sales data is used as an input to which of the following methods of forecasting? |
| | A) | moving average |
| | B) | exponential smoothing |
| | C) | regression analysis |
| | D) | All of the above. |
| | E) | None of A-B-C is correct |
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8 | |
A capacity-based forecast would make the most sense for: |
| | A) | a carwash in Ohio |
| | B) | a popular restaurant that is always full |
| | C) | a hotel with sales that fluctuate by the season |
| | D) | a university with declining enrollment |
| | E) | All of the above |
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9 | |
All of the following are guidelines to enhance the accuracy of sales forecasts, except: |
| | A) | understand math and statistics |
| | B) | maximize number of market factors |
| | C) | use more than one method |
| | D) | use minimum / maximum technique |
| | E) | recognize situation limits |
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10 | |
A __________ is a financial plan that a sales manager uses to plan for profits by anticipating revenues and expenditures: |
| | A) | forecast |
| | B) | budget |
| | C) | Delphi technique |
| | D) | must-do forecast |
| | E) | sales potential |
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11 | |
The keyword in the definition of sales territory is: |
| | A) | customer |
| | B) | geographical |
| | C) | salesperson |
| | D) | number |
| | E) | intermediary |
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2003 McGraw-Hill Higher Education