Once a quarter, every six months, or annually, each salesperson should estimate the buying potential of each
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Once a quarter, every six months, or annually, each salesperson should estimate the buying potential of each account for each major product or product line. Such a request usually causes the sales force to panic. What goals are likely to be achieved by having the sales force participate in sales forecasting? What are the potential pitfalls, if any? How could those pitfalls be overcome?
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Goals Achieved by Having the Sales Force Participate in Sales Forecasting CustomerCentric Forecasting Involving the sales force in forecasting ensures a customercentric approach Salespeople have first...View the full answer
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Related Book For 
Sales Force Management Leadership Innovation Technology
ISBN: 9781138951723
12th Edition
Authors: Mark W. Johnston, Greg W. Marshall
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