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1) Managers evaluate and adjust each salesperson's estimate before combining them to form an overall forecast. The

following are advantages of the sales force composite approach except:


a.Relies on salespeople who may not be interested in forecasting and so put little effort into their sales predictions.

b. Uses specialized knowledge of salespeople in the field.

c. Allows estimates to be prepared by products, customers, and territories so a final, detailed forecast is readily available.

d. Yields results that are often more reliable and accurate because a larger number of knowledgeable individuals contribute to them.


2) Since there is no consensus on which approach is better, some companies prefer to use both the breakdown and the build-up approach to increase their confidence in the sales forecast.


True or False

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