Managers evaluate and adjust each salesperson's estimate before combining them to form an overall forecast. The following are advantages of the sales force composite approach except:
A) relies on input from salespeople who are not trained in forecasting, so forecasts are often too optimistic or too pessimistic
B) assigns forecasting responsibility to those held responsible for making the sales
C) helps salespeople accept sales quotas assigned to them because they participate in developing forecasts
D) yields results that are often more reliable and accurate because a larger number of knowledgeable individuals contribute to them

Question

Quizplus · Accepted Answer

The sales force composite approach can be disadvantageous because salespeople may not have formal training in forecasting, leading to potentially biased or inaccurate estimates.

Managers Evaluate and Adjust Each Salesperson's Estimate Before Combining Them