Sales Forecasting Quiz Questions And Answers

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Sales Forecasting Quiz Questions And Answers - Quiz

Do you want to check your understanding of sales forecasting? To test your knowledge, you can take this sales forecasting quiz. Basically, sales forecasting is related to the expected sales revenue of a company. If you think you know all the related terminology and everything about sales forecasting, you can practice here. Along with this practice test, you will learn many things also. All the best! You can share the quiz with others also who have learned sales forecasting or wish to learn.


Questions and Answers
  • 1. 

    Which of the following provides the backbone of marketing?

    • A.

      Sales forecasting

    • B.

      Profit forecasting

    • C.

      Market targeting

    • D.

      Market segmentation

    • E.

      None of the above

    Correct Answer
    A. Sales forecasting
    Explanation
    Sales forecasting provides the backbone of marketing because it helps businesses anticipate and plan for future sales. By analyzing historical data, market trends, and customer behavior, sales forecasting allows companies to estimate future demand, set sales targets, allocate resources effectively, and make informed marketing decisions. It enables businesses to identify potential opportunities and challenges, develop marketing strategies, and optimize their marketing efforts to maximize sales and profitability.

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  • 2. 

    The types of sales forecasting include

    • A.

      Micro forecasting

    • B.

      Macro forecasting

    • C.

      Both (1) and (2)

    • D.

      Minor forecasting

    • E.

      Major forecasting

    Correct Answer
    C. Both (1) and (2)
    Explanation
    The correct answer is "Both (1) and (2)". Micro forecasting and macro forecasting are both types of sales forecasting. Micro forecasting involves predicting sales at a more detailed and specific level, such as individual products or regions. Macro forecasting, on the other hand, focuses on broader trends and overall market conditions to predict sales at a higher level, such as industry or national level. Therefore, both types of forecasting are important and can be used together to provide a more comprehensive sales forecast.

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  • 3. 

    Macro forecasting is concerned with forecasting markets in

    • A.

      Fragmentation

    • B.

      Segmentation

    • C.

      Totality

    • D.

      Partiality

    • E.

      None of the above

    Correct Answer
    C. Totality
    Explanation
    Macro forecasting is concerned with forecasting markets in totality. This means that it focuses on predicting the overall behavior and trends of the entire market rather than specific segments or fragments of it. By considering the market as a whole, macro forecasting aims to provide a comprehensive understanding of the factors that influence the market and make predictions that can be applied to the entire market. This approach allows for a broader perspective and helps in making informed decisions at a macro level.

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  • 4. 

    Micro forecasting determines

    • A.

      Product's market share

    • B.

      Price's market share

    • C.

      Place's market share

    • D.

      Product's price

    • E.

      None of the above

    Correct Answer
    A. Product's market share
    Explanation
    Micro forecasting is a technique used to predict and estimate future market trends and demand for a specific product or service. It analyzes various factors such as consumer behavior, competition, and market conditions to determine the potential market share that a product can capture. Therefore, the correct answer is "Product's market share."

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  • 5. 

    The type of forecasting is selected on the basis of

    • A.

      Degree of accuracy

    • B.

      Availability of data

    • C.

      Time horizon

    • D.

      Product positioning

    • E.

      All of the above

    Correct Answer
    E. All of the above
    Explanation
    The type of forecasting is selected on the basis of several factors. The degree of accuracy required is one of the factors that determine the type of forecasting method to be used. Additionally, the availability of data plays a crucial role in selecting the appropriate forecasting technique. The time horizon, i.e., the length of the forecasting period, is another important consideration. Lastly, product positioning, or the market positioning of the product, can also impact the choice of forecasting method. Therefore, all of the above factors are taken into account when selecting the type of forecasting.

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  • 6. 

    Which of the following is/are the type of sales forecast on the basis of time frame?

    • A.

      Short-range

    • B.

      Long-range

    • C.

      Perspective planning forecast

    • D.

      All of the above

    • E.

      None of the above

    Correct Answer
    D. All of the above
    Explanation
    The correct answer is "All of the above". This is because the question asks for the types of sales forecast on the basis of time frame, and all the options provided - short-range, long-range, and perspective planning forecast - are different types of sales forecasts that can be made based on different time frames. Therefore, all the options listed are correct.

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  • 7. 

    Sales forecasting involves the study of

    • A.

      Proper selling price

    • B.

      Sales planning

    • C.

      Distribution outlets

    • D.

      Consumer needs and demands

    • E.

      All of the above

    Correct Answer
    E. All of the above
    Explanation
    Sales forecasting involves the study of various factors such as the proper selling price, sales planning, distribution outlets, and consumer needs and demands. These factors are crucial in determining the future sales performance of a product or service. By considering all of these aspects, businesses can make informed decisions and develop effective strategies to meet customer demands, optimize pricing, plan sales targets, and ensure efficient distribution. Therefore, the correct answer is "All of the above."

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  • 8. 

    Sales forecasting involves

    • A.

      Sales Planning

    • B.

      Sales Pricing

    • C.

      Distribution channels

    • D.

      Consumer tastes

    • E.

      All of the above

    Correct Answer
    A. Sales Planning
    Explanation
    Sales forecasting involves various factors such as sales planning, sales pricing, distribution channels, and consumer tastes. Sales planning refers to the process of setting sales targets and developing strategies to achieve them. Sales pricing involves determining the optimal price for products or services to maximize sales and profits. Distribution channels involve selecting and managing the channels through which products reach customers. Consumer tastes refer to understanding and anticipating the preferences and buying behavior of consumers. Therefore, all of these factors are essential components of sales forecasting.

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  • 9. 

    'Benchmark' means

    • A.

      Sales performance measurement

    • B.

      Marks given to the salesperson

    • C.

      Appraisal

    • D.

      Standard values for comparison

    • E.

      Automation

    Correct Answer
    D. Standard values for comparison
    Explanation
    The term "benchmark" refers to standard values for comparison. In various fields, benchmarks are used as a reference point to measure performance or evaluate the effectiveness of a particular process or system. By comparing against established benchmarks, organizations can assess their own performance and identify areas for improvement. This can be applied to sales performance, where benchmarks can be used to measure and compare the effectiveness of different sales strategies or individual salesperson performance.

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  • 10. 

    Market share means

    • A.

      Share capital of the company

    • B.

      Staff strength of the company

    • C.

      Employees stock option

    • D.

      Share price quoted in the market

    • E.

      Percentage share of business of the company as compared to peers

    Correct Answer
    E. Percentage share of business of the company as compared to peers
    Explanation
    Market share refers to the percentage of the total market that a company holds in comparison to its competitors. It is a measure of the company's success in capturing a portion of the market and is often used to assess its competitive position. By comparing a company's market share to that of its peers, one can determine how well it is performing in relation to others in the industry. This information is valuable for businesses to evaluate their market position and make strategic decisions to increase their market share.

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  • 11. 

    Market share can be increased by increasing

    • A.

      Raw material cost

    • B.

      The staff strength

    • C.

      The sales

    • D.

      The sales staff

    • E.

      Competition

    Correct Answer
    C. The sales
    Explanation
    Increasing sales is a key factor in increasing market share. By increasing sales, a company can attract more customers and generate more revenue, which in turn leads to a larger market share. This can be achieved through various strategies such as effective marketing, expanding distribution channels, improving product quality, and providing excellent customer service. By focusing on increasing sales, a company can gain a competitive edge and strengthen its position in the market.

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  • 12. 

    Market size also means

    • A.

      Market planning

    • B.

      Market pricing

    • C.

      Market Space

    • D.

      Market distribution

    • E.

      Market channel

    Correct Answer
    D. Market distribution
    Explanation
    Market distribution refers to the process of getting products or services from the producer to the consumer. It involves various activities such as transportation, warehousing, inventory management, and retailing. Market size, on the other hand, refers to the total potential demand for a product or service in a specific market. While both terms are related to the market, they have different meanings and focus. Market distribution is more specifically related to the logistics and supply chain aspect of reaching customers, whereas market size is about understanding the overall demand and potential customer base for a product or service.

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  • 13. 

    A fall in the market share implies

    • A.

      Sales have gone up

    • B.

      Profit has gone up

    • C.

      Prices are eratic

    • D.

      Competition has increased

    • E.

      Business is wound up

    Correct Answer
    D. Competition has increased
    Explanation
    A fall in market share indicates that there is an increase in competition. When competitors gain market share, it means they are attracting more customers and taking away business from the company in question. This could be due to various reasons such as offering better products or services, lower prices, or more effective marketing strategies. As a result, the company's market share decreases, indicating an increase in competition.

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  • 14. 

    In jury method of sales forecasting includes

    • A.

      Top Jury method

    • B.

      Percolated Jury method

    • C.

      Both (1) and (2)

    • D.

      Delphi method

    • E.

      (1), (2) and (4)

    Correct Answer
    C. Both (1) and (2)
    Explanation
    The correct answer is Both (1) and (2). The jury method of sales forecasting includes both the top jury method and the percolated jury method. The top jury method involves a group of experts who individually provide their sales forecasts, which are then averaged to reach a final forecast. The percolated jury method involves a hierarchical process where forecasts are collected from different levels of management and then consolidated to form a final forecast. Therefore, the correct answer includes both of these methods.

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  • 15. 

    The analytics and statistical method of sales forecasting include

    • A.

      Extrapolation method

    • B.

      Moving average method

    • C.

      Time series analysis

    • D.

      Regression method

    • E.

      All of the above

    Correct Answer
    E. All of the above
    Explanation
    The correct answer is "All of the above" because the question asks for the analytics and statistical methods of sales forecasting, and all four options listed (extrapolation method, moving average method, time series analysis, and regression method) are commonly used techniques in sales forecasting. Each method has its own advantages and can be applied depending on the specific needs and characteristics of the sales data.

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  • 16. 

    The first stage in creating the sales forecasting is to estimate

    • A.

      Market demand

    • B.

      Profit

    • C.

      Wealth

    • D.

      Prospect

    • E.

      None of these

    Correct Answer
    A. Market demand
    Explanation
    The first stage in creating sales forecasting is to estimate market demand. This is because understanding the demand for a product or service is crucial in determining the potential sales and revenue. By analyzing market demand, businesses can identify trends, customer preferences, and competition, which are essential factors in developing accurate sales forecasts. Estimating market demand helps companies make informed decisions regarding production, pricing, marketing strategies, and resource allocation to meet customer needs and maximize sales opportunities.

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  • 17. 

    The component of a sales forecast is/are

    • A.

      Sales target

    • B.

      Sales budget

    • C.

      Both (1) and (2)

    • D.

      Sales volume

    • E.

      None of the above

    Correct Answer
    C. Both (1) and (2)
    Explanation
    The correct answer is "Both (1) and (2)". This means that the components of a sales forecast include both the sales target and the sales budget. The sales target refers to the specific goal or objective that a company aims to achieve in terms of sales, while the sales budget is the financial plan or allocation of resources for achieving this target. Therefore, both the sales target and the sales budget are important components in forecasting sales.

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  • 18. 

    A common method of preparing a sales forecast consists of

    • A.

      Prepare a macroeconomic forecast.

    • B.

      Prepare an industry sales forecast.

    • C.

      Prepare a company sales forecast.

    • D.

      All of the above

    • E.

      None of the above

    Correct Answer
    D. All of the above
    Explanation
    The correct answer is "All of the above." This means that a common method of preparing a sales forecast involves preparing a macroeconomic forecast, an industry sales forecast, and a company sales forecast. By considering the larger economic trends, industry-specific factors, and the performance of the specific company, a more comprehensive and accurate sales forecast can be created.

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  • 19. 

    Sales forecasting is based on which information?

    • A.

      What customers say about the product

    • B.

      What customers are actually doing

    • C.

      What customers have done in the past

    • D.

      All of the above

    • E.

      None of the above

    Correct Answer
    D. All of the above
    Explanation
    Sales forecasting is based on all of the above information because it takes into account what customers say about the product, what they are actually doing, and what they have done in the past. By considering these factors, businesses can make predictions about future sales and adjust their strategies accordingly. Customer feedback, current behavior, and historical data are all valuable sources of information that can help in accurately forecasting sales.

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  • 20. 

    Which of the following are included in sales forecasting?

    • A.

      Sales pricing

    • B.

      Sales planning

    • C.

      Distribution channels

    • D.

      All of the above

    • E.

      None of the above

    Correct Answer
    D. All of the above
    Explanation
    Sales forecasting involves predicting future sales based on historical data, market trends, and other factors. It includes various aspects such as sales pricing, which refers to determining the prices at which products or services will be sold. Sales planning is also part of sales forecasting, as it involves setting goals and strategies to achieve sales targets. Distribution channels are also considered in sales forecasting, as they determine how products or services will reach customers. Therefore, all of the options mentioned (sales pricing, sales planning, and distribution channels) are included in sales forecasting.

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Our quizzes are rigorously reviewed, monitored and continuously updated by our expert board to maintain accuracy, relevance, and timeliness.

  • Current Version
  • Jul 23, 2023
    Quiz Edited by
    ProProfs Editorial Team
  • May 14, 2014
    Quiz Created by
    Taruniis
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