salesforce forecasts
Definition:
Forecasts of the sales made by the sales force; usually by summing the forecasts made by individual (territory) salesmen. Where, as in industrial markets, the salesman is directly in touch with the market such a forecasting system may prove indispensable. As a system it may be much less reliable in consumer goods marketing where the salesforce is not directly in touch with the end-users. Such forecasting tends, inevitably, to be extrapolated from current trends and is thus a passive rather than a dynamic system.
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© Westburn Publishers Ltd 2002, The Westburn Dictionary of Marketing edited by Michael J Baker, ISBN 978-0-946433-01-8. www.themarketingdictionary.com. Entry: [James R. Bureau], [1998].