WorksheetsUnit 23 Revision
Total questions: 35
Worksheet time: 2hrs 45mins
. Which of the following provides the backbone of marketing?
Sales forecasting
Profit forecasting
Market targeting
Market segmentation
The types of sales forecasting include
Micro forecasting
Macro forecasting
Both micro and macro forecasting
Minor forecasting
Macro forecasting is concerned with forecasting markets in
Fragmentation
Segmentation
Totality
Partiality
Micro forecasting determines
. Product's market share
Price's market share
Place's market share
Product's price
The type of forecasting is selected on the basis of
Degree of accuracy
Availability of data
Product positioning
All of the above
Which of the following is/are the type of sales forecast on the basis of time frame
Short range
Long range
Perspective planning forecast
All of the above
Sales forecasting involves study of
Proper selling price
Sales planning
Consumer needs and demands
All of the above
Sales forecasting involves
Sales Planning
Sales Pricing
Consumer tastes
All of the above
'Benchmark' means
Sales performance measurement
Marks given to salesperson
Appraisal
Standard values for comparison
Market share means
Share capital of the company
Employees stock option
Share price quoted in the market
Percentage share of business of the company as compared to peers
The first stage in creating the sales forecasting is to estimate
Market demand
Profit
Wealth
Prospect
The component of sales forecast is/are
Sales target
Sales budget
. Both the above
None of the above
Sales forecasting can be based on which of the following information?
What customers say about the product
What customers are actually doing
What customers have done in the past
All of the above
A common method of preparing sales forecast consists of
Prepare a macro economic forecast
Prepare on industry sales forecast
. Prepare a company sales forecast
All of the above
Which of the following is not a source of information to forecast sales?
Types of metrics
Historical sales data
Past sales trends
salesperson feedback
Which of the following is not the benefits of a dedicated sales forecasting tool?
Forecast templates
Visuals for sales managers
Better contextual understanding of forecasts
Rising profits
Typically what does sales forecasting technology aim to answer ?
What amount of revenue can we expect?
How did actual sales compare to expected sales? If those two numbers don’t match, why not?
What method will produce the most accurate forecast?
all of the above
What does Sales forecasting software include?
software
templates
skilled salespeople
all of the above
What do Sales forecasting templates help with?
simplify the math and data analysis
increase profit
creating templates
all of the above
Sales are the lifeblood of a business. What are the importance of sales forecasting?
helps you pay employees, cover operating expenses
buy more inventory
market new products and attract more investors
all of the above
Which of the following is not true for forecasting?
Forecasts are rarely perfect
The underlying casual system will remain same in the future
Forecast for group of items is accurate than individual item
Short range forecasts are less accurate than long range forecasts
Which of the following are included in sales forecasting?
sales pricing
sales planning
distributive channels
all of the above
What is a sales forecast?
an estimate of how much will be sold
an estimate of how much will be spent
an estimate of what needs to be purchased
an estimate of human resource needs
What are KPIs?
the metrics by which you will evaluate your team's performance against your sales and organizational goals
goals and objectives
performance of salespersons
none of the above
What is the full form of KPI?
Key Performance Indicator
Keep Performance Intact
Key Persistant Initital
Kept Performance Inside
What is qualitative forecasting technique?
it helps in forecasting by questioning customers
it is technique to judge quality of the product and service
a statistical technique to make predictions about the future which uses expert judgment instead of numerical analysis
none of the above
What is quantitative forecasting technique?
forecasting technique to check quantity
forecasting technique to check stock and inventory
a statistical technique to make predictions about the future which uses numerical measures and prior effects to predict future events.
none of the above
Which one of these is a Quantitative method for forecasting?
analytical data
time series
demand graph
linear equation
What includes in past sales trends needed for forecasting sales?
sales by product
sales by customer and region
sales by channel
all of the above
Due to forecasting sales, one can create___
pay/salary structures
bonus and commission structures
future sales trends
all of the above
