Chapter 4: Sales Control Flashcards
1
Q
Purpose of Sales Forecasting
A
- Reduce uncertainty about the future
- Reduce potential risks
- Learning effects
- Crucial part of annual budgeting cycle
2
Q
Market Forecasting
A
A type of sales forecasting by which the company forecasts the “market” sales and then determines what share of this market they will accrue to the company
3
Q
Purpose of Salesforce Evaluation
A
- Achieve / measure company objectives
- Identify weak points and take appropriate action
- Improve individuals motivation and skills
- Recognition of above-average standards of work
- Important in effective training programme
- Compensation plans
4
Q
A
