Question 1

A company that wants to boost company stock prices or prevent stock prices from falling can engage in which unethical activity?

Accepted Answer

A) insider trading 
B) bribery 
C) making false sales forecasts 
D) racketeering 
E) paying phantom employees 
A) insider trading 
B) bribery 
C) making false sales forecasts 
D) racketeering 
E) paying phantom employees

Question 2

"Chinese Marketing" refers to the practice of:

Accepted Answer

A) selling products to a consumer base that is uninterested in the products 
B) international marketing efforts that show insensitivity to the people and culture of the country 
C) manipulating sales figures to reflect the potential sales in a region or territory instead of the actual sales in a region or territory 
D) thinking mistakenly that the number of individuals in a market is the same as the number of possible total sales in a market 
E) calculating international sales in the currency of the local region instead of in the currency of the company that is making the sales 
A) selling products to a consumer base that is uninterested in the products 
B) international marketing efforts that show insensitivity to the people and culture of the country 
C) manipulating sales figures to reflect the potential sales in a region or territory instead of the actual sales in a region or territory 
D) thinking mistakenly that the number of individuals in a market is the same as the number of possible total sales in a market 
E) calculating international sales in the currency of the local region instead of in the currency of the company that is making the sales

Question 3

List the five external factors that affect market potential and briefly outline what their influence on the potential is.

Accepted Answer

1.Economy: Good economies makes the mark

Question 4

The industry-wide sales expected for a certain product for a certain time period is called:

Accepted Answer

A) total revenue 
B) market potential 
C) market push 
D) net receipts 
E) sales potential 
A) total revenue 
B) market potential 
C) market push 
D) net receipts 
E) sales potential

Question 5

In addition to accurate customer data,what do companies need in order to have customer-knowledge competence?

Accepted Answer

A) accurate salesperson data 
B) CDI software 
C) a data mart 
D) people to analyze the data 
E) products to sell 
A) accurate salesperson data 
B) CDI software 
C) a data mart 
D) people to analyze the data 
E) products to sell

Question 6

Many consumers will buy more of a product if its price goes down,and less of a product if its price goes up.This is referred to as:

Accepted Answer

A) macroeconomics 
B) elasticity 
C) inelasticity 
D) reward theory 
E) trend analysis 
A) macroeconomics 
B) elasticity 
C) inelasticity 
D) reward theory 
E) trend analysis

Question 7

Even if a company has accurate sales forecast information calculated from multiple methods and based on solid data,the company should:

Accepted Answer

A) rely on expert opinions to dictate company actions 
B) stockpile product in case they need to ship a large order 
C) inform salespeople that there will be workforce reductions if salespeople do not meet quotas 
D) ignore this information and prepare for the worst 
E) prepare for multiple possible scenarios so it can react to whatever happens in the market 
A) rely on expert opinions to dictate company actions 
B) stockpile product in case they need to ship a large order 
C) inform salespeople that there will be workforce reductions if salespeople do not meet quotas 
D) ignore this information and prepare for the worst 
E) prepare for multiple possible scenarios so it can react to whatever happens in the market

Question 8

In addition to good data,a company needs people to analyze that data.

Accepted Answer

A) True 
 B)False

Question 9

Companies who inflate sales figures in reporting often do it because they do not want stock prices to drop.

Accepted Answer

A) True 
 B)False

Question 10

Some best practices for making sales forecasts are to use as many different calculation methods as possible,and:

Accepted Answer

A) calculate the forecasts as quickly as possible 
B) run them through at least three different regression analysis calculations 
C) come up with one central model and prepare for that 
D) limit the information you use so you don't confuse the trends 
E) use as much information from segments of your market as possible 
A) calculate the forecasts as quickly as possible 
B) run them through at least three different regression analysis calculations 
C) come up with one central model and prepare for that 
D) limit the information you use so you don't confuse the trends 
E) use as much information from segments of your market as possible

Question 11

Why is it important for manufacturing departments to have accurate customer-knowledge data?

Accepted Answer

A) Accurate customer-knowledge data gives them ways to set accurate sales goals. 
B) Accurate customer-knowledge data helps them develop better products 
C) Accurate customer-knowledge data tells them how much to manufacture. 
D) Accurate customer-knowledge data allows them to extend the proper amount of credit to customers. 
E) Accurate customer-knowledge data prepares them to hire employees when the company needs to grow. 
A) Accurate customer-knowledge data gives them ways to set accurate sales goals. 
B) Accurate customer-knowledge data helps them develop better products 
C) Accurate customer-knowledge data tells them how much to manufacture. 
D) Accurate customer-knowledge data allows them to extend the proper amount of credit to customers. 
E) Accurate customer-knowledge data prepares them to hire employees when the company needs to grow.

Question 12

Customer data integration is a software system that stores and gives access to customer data for an organization.

Accepted Answer

A) True 
 B)False

Question 13

What are the four steps in the customer data integration process? Explain each one briefly.

Accepted Answer

1.Acquire the data: From the company's C

Question 14

Executive and expert opinions are:

Accepted Answer

A) inherently useless 
B) based on speculation,not expertise or experience 
C) a recent trend in forecasting that have not yet been evaluated objectively 
D) important parts of a forecasting mix,but not reliable as the only forecasting method 
E) more reliable than other methods of forecasting 
A) inherently useless 
B) based on speculation,not expertise or experience 
C) a recent trend in forecasting that have not yet been evaluated objectively 
D) important parts of a forecasting mix,but not reliable as the only forecasting method 
E) more reliable than other methods of forecasting

Question 15

What are some of the unique challenges of forecasting sales in certain foreign countries?

Accepted Answer

Some countries are unstable,with unstabl

Question 16

What is the difference between a trend analysis and a moving average?What is exponential smoothing?

Accepted Answer

All three are time series techniques.A t

Question 17

Which departments in a firm use a sales forecast and customer data?

Accepted Answer

The manufacturing department,p

Question 18

Trend analysis predicts future sales by:

Accepted Answer

A) looking at how well the competitors are doing 
B) multiplying past performance by a factor of 1.06 
C) averaging the performance over the past few periods and using that to predict the next period's sales 
D) using benchmarks to track how far this period's sales will exceed the previous period's sales 
E) examining past sales trends and extrapolating that information into the future 
A) looking at how well the competitors are doing 
B) multiplying past performance by a factor of 1.06 
C) averaging the performance over the past few periods and using that to predict the next period's sales 
D) using benchmarks to track how far this period's sales will exceed the previous period's sales 
E) examining past sales trends and extrapolating that information into the future

Question 19

Sales forecasts tend to be less accurate over the long-term than over the short-term.

Accepted Answer

A) True 
 B)False

Question 20

What role should opinions--executive and expert--play in creating a sales forecast?

Accepted Answer

Opinions can be accurate,or they can be

A company that wants to boost company stock prices or prevent stock prices from falling can engage in which unethical activity?

"Chinese Marketing" refers to the practice of:

List the five external factors that affect market potential and briefly outline what their influence on the potential is.

The industry-wide sales expected for a certain product for a certain time period is called:

In addition to accurate customer data,what do companies need in order to have customer-knowledge competence?

Many consumers will buy more of a product if its price goes down,and less of a product if its price goes up.This is referred to as:

Even if a company has accurate sales forecast information calculated from multiple methods and based on solid data,the company should:

In addition to good data,a company needs people to analyze that data.

Companies who inflate sales figures in reporting often do it because they do not want stock prices to drop.

Some best practices for making sales forecasts are to use as many different calculation methods as possible,and:

Why is it important for manufacturing departments to have accurate customer-knowledge data?

Customer data integration is a software system that stores and gives access to customer data for an organization.

What are the four steps in the customer data integration process? Explain each one briefly.

Executive and expert opinions are:

What are some of the unique challenges of forecasting sales in certain foreign countries?

What is the difference between a trend analysis and a moving average?What is exponential smoothing?

Which departments in a firm use a sales forecast and customer data?

Trend analysis predicts future sales by:

Sales forecasts tend to be less accurate over the long-term than over the short-term.

What role should opinions--executive and expert--play in creating a sales forecast?

Introduction to Sales Management

The Sales Function and Multi-Sales Channels

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Training and Developing the Sales Force

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Assessing the Performance of the Sales Force and the People Who Comprise It

Internal and External Cultural Forces

Filters

Exam 13: Turning Customer Information Into Sales Knowledge

A company that wants to boost company stock prices or prevent stock prices from falling can engage in which unethical activity?

"Chinese Marketing" refers to the practice of:

List the five external factors that affect market potential and briefly outline what their influence on the potential is.

The industry-wide sales expected for a certain product for a certain time period is called:

In addition to accurate customer data,what do companies need in order to have customer-knowledge competence?

Many consumers will buy more of a product if its price goes down,and less of a product if its price goes up.This is referred to as:

Even if a company has accurate sales forecast information calculated from multiple methods and based on solid data,the company should:

In addition to good data,a company needs people to analyze that data.

Companies who inflate sales figures in reporting often do it because they do not want stock prices to drop.

Some best practices for making sales forecasts are to use as many different calculation methods as possible,and:

Why is it important for manufacturing departments to have accurate customer-knowledge data?

Customer data integration is a software system that stores and gives access to customer data for an organization.

What are the four steps in the customer data integration process? Explain each one briefly.

Executive and expert opinions are:

What are some of the unique challenges of forecasting sales in certain foreign countries?

What is the difference between a trend analysis and a moving average?What is exponential smoothing?

Which departments in a firm use a sales forecast and customer data?

Trend analysis predicts future sales by:

Sales forecasts tend to be less accurate over the long-term than over the short-term.

What role should opinions--executive and expert--play in creating a sales forecast?

Introduction to Sales Management

The Sales Function and Multi-Sales Channels

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Training and Developing the Sales Force

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Assessing the Performance of the Sales Force and the People Who Comprise It

Internal and External Cultural Forces

Filters