Using salesforce estimates for forecasting has the advantage that:
A) no biases exist in the forecasts.
B) statistical estimates of seasonal factors are more precise than any other approach.
C) forecasts of individual sales force members can be easily combined to get regional or national sales totals.
D) confusion between customer "wants" (wish list) and customer "needs" (necessary purchases) is eliminated.

Question

Quizplus · Accepted Answer

Using Salesforce estimates allows for combining forecasts of individual sales force members to get regional or national sales totals, making it a useful tool for forecasting at larger scales. While it may reduce biases compared to manual approaches, it does not completely eliminate them, and statistical estimates of seasonal factors may not necessarily be more precise with this method. Additionally, confusion between customer wants and needs is not addressed by using Salesforce estimates alone.

Using Salesforce Estimates for Forecasting Has the Advantage That