What are estimates of future sales based on sales history information?

• A. Scheduling
• B. Sales forecasts
• C. Salary
• D. Sales history

Answer: (B)

Estimating future sales from past performance is forecasting. When you look at sales history—the pattern of sales over previous periods—you can project what sales will look like in the future. Sales forecasts are the concrete estimates that come from this analysis, and they guide planning for inventory, staffing, and budgets, often taking into account seasonality, promotions, and market changes. Scheduling is about assigning staff to shifts and times, which uses forecasts but isn’t the estimate itself. Salary is the pay employees receive, not a projection. Sales history is the historical data that informs forecasts, not the projection itself. So the term for estimates of future sales based on sales history information is sales forecasts.