Q1: Sales forecasting is composed of four primary purposes. Explain those purposes and explain how each is utilized in the forecasting process.
Q2: For what reasons are quotas utilized in sales organizations? Identify and describe at least three.
Q3: List and describe at least four departments that work together during sales forecasting.
Q4: Describe the internal and external forces that affect sales forecasting.
Q5: Discuss the concepts of market potential, sales potential, and market share.
Q6: Contrast objective and subjective sales forecasting techniques.
Q7: What are the three factors to consider when selecting a forecasting technique?
Q8: Describe the common subjective (qualitative) forecasting technique including customer opinions, customer surveys, salesforce composite, jury of executive opinion, expert opinion, and the Delphi technique.
Q9: Describe two ways to improve the effectiveness of sales estimates from sales representatives including assumptions and EVA.
Q10: Describe the common objective (quantitative) forecasting technique including time series techniques, time series analysis, rollover technique, simple moving average, weighted moving average, exponential smoothing, average daily sales, and decomposition.
Q11: What is a market test and why is it used?
Q12: Describe the methods for building better sales forecasts.
Q13: Describe the five steps in the quota-setting procedure.
Q14: Describe the five steps in the quota development process.
Q15: What are the ethical implications of setting quotas related to sales compensation.
Q16: Explain direct and overlay quotas.
Q17: Describe the four types of quotas and give examples of each.
Q18: Describe the methods used to set sales quotas including a jury of executive opinion, sales force composite, past performance, market factor, and market index.
Q19: Explain the six common mistakes organizations make when setting quotas.
Q20: Describe the pros and cons of increasing the size of the sales force.
Q21: Describe the Breakdown Method of determining sales force size.
Q22: Describe the Workload Method of determining sales force size.
Q23: Describe the Incremental Method of determining sales force size.
