Question

Jonathan, a research analyst, is distributing questionnaires among the customers of an industrial machinery outlet that has recently been established by his client. He wants to find out the likelihood of customers purchasing products from the new outlet in the next six months. Which of the following sales forecasting techniques is Jonathan using?

A) Trend extrapolation
B) A survey of buyers' intentions forecast
C) A lost-horse forecast
D) A salesforce survey forecast

Answer 1

Jonathan is using a survey of buyers' intentions forecast to predict future sales at a new industrial machinery outlet.

Step-by-step explanation:

Jonathan, the research analyst, is using a survey of buyers' intentions forecast to determine the likelihood of customers purchasing products from the new industrial machinery outlet in the next six months. This technique involves collecting data directly from customers regarding their future purchase plans. It differs from other methods such as trend extrapolation, which relies on historical data to predict future sales, or a salesforce survey forecast, where the company's own sales personnel estimate future sales based on their interactions with customers.