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10 Cards in this Set
- Front
- Back
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How can accurate forecasts eventually benefit the sales engineer? |
1. Control Mfg costs and lower pricing.
2. Machine models will be available. |
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How many days are short term forecasts?
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30 - 90 days
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On short-term forecasts, what steps should be followed to yield the fastest order activity?
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1. Review of outstanding proposals.
2. Review of current customers. |
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How many days are long-term forecasts?
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90 days or more
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Name and describe the four classifications on long-term forecasts.
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1. Objective - based on what has happened in te past and projecting that information into the future.
2. Subjective - using objective information and adding personal experience, knowledge and intuition of individuals involved. 3. Top-down - by evaluating national or world economies and working down through industry markets to a specific company market. 4. Bottom-up - by specific product(s) demand by using field information, survey data and sales force opinions. |
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Define Derived Demand
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The process by which product (or services) are purchased to produce or distribute other goods or services.
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Define Jount Demand
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Teh process by which demand for aon eproduct depends on that product being used in conjunction with other products.
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Name some of the more relevent economic indicators that affect industry.
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1. Unemployment rates
2. Utilization of national manufacturing capacity 3. Auto sales 4. Housing starts 5. Industrial reports 6. Inflation rates 7. Interest rates 8. Capital spending 9. Consumer confidence |
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Describe the Expected Dollar Volume for a territory or market for "Current Customers".
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Expected volume in dollars = current base of business in dollars + (expected additional volume in dollars x % probability of getting additional volume).
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Describe the Expected Dollar Volume for a territory or market for "Potential New Customers".
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Expected volume in dollars = market potential in dollars x % share of potential x % probability of getting expected share.
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