Exam (elaborations)
Sales Force Management Ch. 5 Questions and Answers Fully Solved
- Course
- Institution
Sales Force Management Ch. 5
[Show more]
Content preview
Sales Force Management Ch. 5market 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 - answerthe maximum possible sales for an individual firm
sales forecast - answeran estimate of the dollar or unit sales for a specified future
period.
sales forecast - answerspecifies the commodity, customer group, geographic area, and
time period and includes a specific marketing plan and accompanying marketing
program as essential elements.
sales quotas - answersales 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.
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller julianah420. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $13.99. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
82215 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now