Once a quarter, every six months, or annually, each salesperson should estimate the buying potential of each account for each major product or product line. Such a request usually causes the sales force to panic

Once a quarter, every six months, or annually, each salesperson should estimate the buying potential of each account for each major product or product line. Such a request usually causes the sales force to panic. What goals are likely to be achieved by having the salesforce participate in sales forecasting? What are the potential pitfalls, if any? How could those pitfalls be overcome?