Question:
The sales potential of a geographical unit can be estimated through __________ analysis.
The sales potential of a geographical unit can be estimated through __________ analysis.
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The potential of each geographical unit is graded as high, average or low using a three-letter classification.
Updated On: Oct 19, 2026
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Solution and Explanation
Step 1: Understand sales potential.
Sales potential is the sales volume a geographical unit (a city, state or region) can give under ideal conditions.
Step 2: Recall how the estimate is made.
The sales manager forecasts the sales volume for each unit for the coming years. He keeps in mind competition and the firm's position in that area.
Step 3: Name the method.
Each unit is then ranked by its potential. High potential is class A, average potential is class B and below average is class C.
This is called ABC analysis.
Step 4: Why it is useful.
The firm can plan its money and other resources unit by unit, based on the A, B and C classes.
Final Answer:
The sales potential of a geographical unit can be estimated through ABC analysis.
Sales potential is the sales volume a geographical unit (a city, state or region) can give under ideal conditions.
Step 2: Recall how the estimate is made.
The sales manager forecasts the sales volume for each unit for the coming years. He keeps in mind competition and the firm's position in that area.
Step 3: Name the method.
Each unit is then ranked by its potential. High potential is class A, average potential is class B and below average is class C.
This is called ABC analysis.
Step 4: Why it is useful.
The firm can plan its money and other resources unit by unit, based on the A, B and C classes.
Final Answer:
The sales potential of a geographical unit can be estimated through ABC analysis.
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