Forecasts can be categorized as a weighted or non-weighted sum of which of the following?

The categorization of forecasts as a weighted or non-weighted sum is particularly associated with opportunities, specifically those that relate to potential sales in the pipeline. When analyzing opportunities with or without estimates, it allows a business to assess its future revenue based on the sales potential of these opportunities.

Weighted forecasting takes into account the probability of closing each opportunity, which provides a more realistic view of potential revenue. Non-weighted forecasting, on the other hand, may aggregate the total value of all opportunities equally, without considering the likelihood of sale. This distinction is vital in strategic planning and revenue predictions.

In contrast, the other options do not align with the concept of forecasts as they either focus on finalized sales (like closed sales orders) or unrelated financial documents (like unpaid invoices), which do not contribute to predictive revenue modeling in the same context as opportunities. Thus, focusing on opportunities—whether estimates are provided or not—enables a better understanding and management of future business performance.