Sales force estimation is which type of forecasting model?

• A. Qualitative model
• B. Quantitative model
• C. Time-series model
• D. Causal model

Answer: (A)

Sales force estimation relies on the judgments and insights of the sales team to forecast future sales. This makes it a qualitative forecasting method, since the input comes from subjective opinions rather than numerical data or statistical relationships. It’s used when data is scarce or markets are uncertain, leveraging frontline knowledge of customers and deals. In contrast, time-series models depend on patterns in past sales data, and causal models depend on measurable relationships with external drivers. So the best fit for this approach is qualitative, capturing expertise and intuition rather than formal data-driven calculations.