Professional Documents
Culture Documents
(Questions & Answers) : Successful Sale
(Questions & Answers) : Successful Sale
Start
Rethink
Gather
Customer data
Strategy
Unsuccessful
Sale
Campaign
Successful Buy
sale Success
Opportunity
for sales Page 1 of 4
Sensitivity: Internal
Q2) Make the matrix of Portfolio Model for Effort Allocation. Also briefly
explain the attractiveness of each account and the selling efforts required with
atleast two examples at each stage. (5 marks)
Q3) What are the five Qualitative methods used for Sales Forecasting?
Define any three methods with advantages and disadvantages along with
atleast one example. (5 marks)
Opinion method
Delphi method
Sales force composite method
Buyer’s expectation method
Historical analogy method
Delphi Method
This method tries to determine the forecasts on the likely time period
of occurrence of certain future events and the probability of their
occurrence. In this method, a group of experts and a Delphi
coordinator will be selected.
Advantages
Forecasting a specific, single-dimension question
Rapid consensus
Participants can reside anywhere in this world
Avoid groupthink
Disadvantages
Cross impact is neglected in the original form.
Does not cope well with paradigm shifts.
Success of the method depends on the quality of the participants.
Page 2 of 4
Sensitivity: Internal
Sales Force Composite Method:
In this method, the organization asks its sales personnel to come up with their
forecasts. It is assumed that such persons who are in direct contact with the
customers and other members of the distribution channel will be better
informed about the trends in demand for the product. The individual forecasts
are then combined to get an overall demand forecast for the organization.
Advantages
The intimate knowledge and experience of the sales force in their respective
territories can be used efficiently.
The responsibility to forecast sales rests on the shoulders of the sales agent
and thus could be held accountable if anything goes wrong.
Since the sales agents forecast the sales by themselves, put more efforts to
achieve them.
Disadvantages
Sales force are often pessimistic or optimistic
Unable to product a downturn or upturn in the market
Cannot predict long term sales forecast accurately
Historical data is needed
Advantages:
Page 3 of 4
Sensitivity: Internal
Q4) Define the following concepts with example. (3 marks)
Market Potential
Sales Potential
Page 4 of 4
Sensitivity: Internal