Which of the following is a potential shortcoming of using sales force opinions in demand forecasting?
A) Members of the sales force often have substantial histories of working with and understanding their customers.
B) Members of the sales force often are well aware of customers' future plans.
C) Members of the sales force have direct contact with consumers.
D) Members of the sales force can have difficulty distinguishing between what customers would like to do and what they actually will do.
E) Customers often are quite open with members of the sales force with regard to future plans.

Question

Which of the following is a potential shortcoming of using sales force opinions in demand forecasting?
A) Members of the sales force often have substantial histories of working with and understanding their customers.
B) Members of the sales force often are well aware of customers' future plans.
C) Members of the sales force have direct contact with consumers.
D) Members of the sales force can have difficulty distinguishing between what customers would like to do and what they actually will do.
E) Customers often are quite open with members of the sales force with regard to future plans.

Quizplus · Accepted Answer

While sales force members have valuable insights into their customers and direct contact with consumers, their opinions can be biased and may not accurately predict what customers will actually do. Salespeople may be more optimistic about future sales or may project their own personal preferences onto customers. Therefore, relying solely on sales force opinions can result in inaccurate demand forecasting.

Which of the Following Is a Potential Shortcoming of Using