Which method is described as bottoms-up, using opinions from salespeople or rank-and-file employees who are most familiar with customer trends?

• A. Delphi Technique
• B. Judgemental Expert Panel
• C. Salesperson or Employee Surveys
• D. Time Series Analysis

Answer: (C)

Bottom-up forecasting uses input from those closest to customers to capture real-time trends. Salespeople and rank-and-file employees interact with customers daily and observe shifts in demand, buying patterns, and emerging opportunities. By gathering their opinions through surveys, you bring frontline observations into the forecast, making it more aligned with how the market actually behaves.

This approach contrasts with methods that rely on expert panels or purely numerical data. The Delphi Technique and a Judgemental Expert Panel both start from the views of selected specialists rather than front-line staff, often using structured rounds to reach consensus. Time Series Analysis, on the other hand, depends solely on historical numbers and statistical patterns, without incorporating personal insights from those who see customer behavior firsthand.