Question 1

All of the following factors can affect demand EXCEPT:

Accepted Answer

A) inelastic demand 
B) laws and regulations 
C) social factors 
D) demographic trends 
E) economic factors 
A) inelastic demand 
B) laws and regulations 
C) social factors 
D) demographic trends 
E) economic factors

Question 2

Despite the fact that customer surveys are done on a company's own customers,they are still better at forecasting:

Accepted Answer

A) revenues,not sales 
B) returns,not sales 
C) sales from new customers 
D) sales for the company's competitors 
E) market potential than sales potential 
A) revenues,not sales 
B) returns,not sales 
C) sales from new customers 
D) sales for the company's competitors 
E) market potential than sales potential

Question 3

Sales forecasts should be based on one of many available methods of analysis.

Accepted Answer

A) True 
 B)False

Question 4

The knowledge salespeople gain from interacting with customers needs to be shared with other departments in the company so that:

Accepted Answer

A) the knowledge can be used to develop products,create marketing campaigns,and sell more products to more accounts 
B) salespeople can receive credit for performing customer service tasks 
C) the CRM system will be populated correctly 
D) management can integrate the different departmental computer systems 
E) customers can be treated equally well by any employees they come into contact with 
A) the knowledge can be used to develop products,create marketing campaigns,and sell more products to more accounts 
B) salespeople can receive credit for performing customer service tasks 
C) the CRM system will be populated correctly 
D) management can integrate the different departmental computer systems 
E) customers can be treated equally well by any employees they come into contact with

Question 5

The relationship between a sales forecast and sales force quotas should be:

Accepted Answer

A) a direct relationship,with quotas pegged to forecasts 
B) a direct relationship,with quotas set 10% above forecasts 
C) a direct relationship,with quotas set 5% below forecasts 
D) no direct relationship,with forecasts used for informational purposes 
E) no direct relationship,with quotas decided by managers who have not seen the forecasts 
A) a direct relationship,with quotas pegged to forecasts 
B) a direct relationship,with quotas set 10% above forecasts 
C) a direct relationship,with quotas set 5% below forecasts 
D) no direct relationship,with forecasts used for informational purposes 
E) no direct relationship,with quotas decided by managers who have not seen the forecasts

All of the following factors can affect demand EXCEPT:

Despite the fact that customer surveys are done on a company's own customers,they are still better at forecasting:

Sales forecasts should be based on one of many available methods of analysis.

The knowledge salespeople gain from interacting with customers needs to be shared with other departments in the company so that:

The relationship between a sales forecast and sales force quotas should be:

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

All of the following factors can affect demand EXCEPT:

Despite the fact that customer surveys are done on a company's own customers,they are still better at forecasting:

Sales forecasts should be based on one of many available methods of analysis.

The knowledge salespeople gain from interacting with customers needs to be shared with other departments in the company so that:

The relationship between a sales forecast and sales force quotas should be:

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