Question 1

Firms that build strategic criteria into their project selection tools are using a _____ strategic approach.

Accepted Answer

A)  top-down 
B)  top-two-boxes 
C)  market testing 
D)  bottom-up 
A)  top-down 
B)  top-two-boxes 
C)  market testing 
D)  bottom-up

Question 2

The A-T-A-R model is one of the pseudo sale market testing methods used later in the new product process, typically when the physical product is available for the consumer to take home and try.

Accepted Answer

A) True 
 B)False

Question 3

In the context of forecasting sales using an A-T-A-R model, which of the following methods can be used if the data availability is inaccurate?

Accepted Answer

A)  A what-if analysis 
B)  A diffusion analysis 
C)  A regression analysis 
D)  A correlation analysis 
A)  A what-if analysis 
B)  A diffusion analysis 
C)  A regression analysis 
D)  A correlation analysis

Question 4

_____ is one of the pseudo sale market testing methods used later in the new product process, typically when the physical product is available for the consumer to take home and try.

Accepted Answer

A)  The Delphi probe model 
B)  The A-T-A-R model 
C)  Scenario writing 
D)  Regression analysis 
A)  The Delphi probe model 
B)  The A-T-A-R model 
C)  Scenario writing 
D)  Regression analysis

Question 5

Those users who will be among the first to try a product are called:

Accepted Answer

A)  early adopters. 
B)  the early majority. 
C)  the late majority. 
D)  laggards. 
A)  early adopters. 
B)  the early majority. 
C)  the late majority. 
D)  laggards.

Question 6

Which of the following is a way of putting risk back into product innovation while managing it well?

Accepted Answer

A)  Isolating or neutralizing the in-house critics 
B)  Demanding precise financial analysis at the time of screening 
C)  Implementing a product idea on a large scale when the financial analysis is weak 
D)  Avoiding the use of market testing rollouts 
A)  Isolating or neutralizing the in-house critics 
B)  Demanding precise financial analysis at the time of screening 
C)  Implementing a product idea on a large scale when the financial analysis is weak 
D)  Avoiding the use of market testing rollouts

Question 7

An early field use test with a prototype will not assure success, but it can say intended users like what they see.

Accepted Answer

A) True 
 B)False

Question 8

Strategic criteria for new product development are best analyzed through the use of _____.

Accepted Answer

A)  financial modeling 
B)  sales forecasting 
C)  PIC evaluation 
D)  NPV calculation 
A)  financial modeling 
B)  sales forecasting 
C)  PIC evaluation 
D)  NPV calculation

Question 9

Factor analysis can be used to estimate the net present value of a new product when it is still in the concept stage.

Accepted Answer

A) True 
 B)False

Question 10

According to the Hoechst-U.S. scoring model, which of the following factors is based on financial criterion?

Accepted Answer

A)  Probability of technical success 
B)  Business-strategy fit 
C)  Strategic leverage 
D)  Reward 
A)  Probability of technical success 
B)  Business-strategy fit 
C)  Strategic leverage 
D)  Reward

Question 11

Leah Hubert senses that her "favorite" product concept might be dismissed due to "inappropriate and unreasonable" financial analysis tools that cannot accurately reflect its potential. Leah has attempted to use her influence to push the concept past such obstacles. In this scenario, Leah is functioning as a _____.

Accepted Answer

A)  product architect 
B)  financial forecaster 
C)  product champion 
D)  financial analyst 
A)  product architect 
B)  financial forecaster 
C)  product champion 
D)  financial analyst

Question 12

Even if a product's potential is extremely high, its sales may not materialize due to insufficient marketing effort.

Accepted Answer

A) True 
 B)False

Question 13

Many of the mathematical sales forecasting models were initially developed for use on durable goods.

Accepted Answer

A) True 
 B)False

Question 14

Ancon Inc., typically forecasts potential product sales based on the number of customers who say they would either definitely or probably buy the product, on a five-point scale. The firm's sales forecast is based upon _____.

Accepted Answer

A)  regression analysis 
B)  the A-T-A-R model 
C)  purchase intentions 
D)  test market results 
A)  regression analysis 
B)  the A-T-A-R model 
C)  purchase intentions 
D)  test market results

Question 15

In a new product development process, which of the following is most likely to be determined first while analyzing the financial aspects of a product?

Accepted Answer

A)  Net present value 
B)  Sales forecast 
C)  Internal rate of return 
D)  Payback period 
A)  Net present value 
B)  Sales forecast 
C)  Internal rate of return 
D)  Payback period

Question 16

In a new product development process, the financial analysis generally begins with the calculation of the net present value, NPV.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following forecasting tools is commonly used for durable goods and is based on the diffusion curve of new products through a population?

Accepted Answer

A)  The A-T-A-R model 
B)  Econometric analysis 
C)  Multiple regression analysis 
D)  The Bass model 
A)  The A-T-A-R model 
B)  Econometric analysis 
C)  Multiple regression analysis 
D)  The Bass model

Question 18

Discuss the Bass diffusion model.

Accepted Answer

Quantitative innovation diffusion models

Question 19

Which of the following is true of sales forecasting for new products?

Accepted Answer

A)  If a product's potential is high, sales will materialize in spite of insufficient marketing efforts. 
B)  Sales forecasting is the final step in a financial analysis. 
C)  Sales forecasting is conducted only after calculating key financial benchmarks such as net present value or internal rate of return. 
D)  Sales forecasting is typically the responsibility of the marketing personnel on the new products team. 
A)  If a product's potential is high, sales will materialize in spite of insufficient marketing efforts. 
B)  Sales forecasting is the final step in a financial analysis. 
C)  Sales forecasting is conducted only after calculating key financial benchmarks such as net present value or internal rate of return. 
D)  Sales forecasting is typically the responsibility of the marketing personnel on the new products team.

Question 20

Under the _____, the firm or SBU lays out a strategy, and then allocates funds across different kinds of projects.

Accepted Answer

A)  top-down strategic approach 
B)  top-two-boxes approach 
C)  market testing approach 
D)  bottom-up strategic approach 
A)  top-down strategic approach 
B)  top-two-boxes approach 
C)  market testing approach 
D)  bottom-up strategic approach

Firms that build strategic criteria into their project selection tools are using a _____ strategic approach.

The A-T-A-R model is one of the pseudo sale market testing methods used later in the new product process, typically when the physical product is available for the consumer to take home and try.

In the context of forecasting sales using an A-T-A-R model, which of the following methods can be used if the data availability is inaccurate?

_____ is one of the pseudo sale market testing methods used later in the new product process, typically when the physical product is available for the consumer to take home and try.

Those users who will be among the first to try a product are called:

Which of the following is a way of putting risk back into product innovation while managing it well?

An early field use test with a prototype will not assure success, but it can say intended users like what they see.

Strategic criteria for new product development are best analyzed through the use of _____.

Factor analysis can be used to estimate the net present value of a new product when it is still in the concept stage.

According to the Hoechst-U.S. scoring model, which of the following factors is based on financial criterion?

Even if a product's potential is extremely high, its sales may not materialize due to insufficient marketing effort.

Many of the mathematical sales forecasting models were initially developed for use on durable goods.

Ancon Inc., typically forecasts potential product sales based on the number of customers who say they would either definitely or probably buy the product, on a five-point scale. The firm's sales forecast is based upon _____.

In a new product development process, which of the following is most likely to be determined first while analyzing the financial aspects of a product?

In a new product development process, the financial analysis generally begins with the calculation of the net present value, NPV.

Which of the following forecasting tools is commonly used for durable goods and is based on the diffusion curve of new products through a population?

Discuss the Bass diffusion model.

Which of the following is true of sales forecasting for new products?

Under the _____, the firm or SBU lays out a strategy, and then allocates funds across different kinds of projects.

The Strategic Elements of Product Development

The New Products Process

Opportunity Identification and Selection: Strategic Planning for New Products

The Product Concept and Ready-Made New Product Ideas

New Product Ideas: the Problem Find-Solve Approach

New Product Ideas: Analytical Attribute Approaches

Concept Evaluation and Testing

The Full Screen

Product Protocol

Design

Development Team Management

Product Use Testing

Strategic Launch Planning

Implementation of the Strategic Plan

Market Testing

Launch Management

Public Policy Issues

Filters

Exam 9: Sales Forecasting and Financial Analysis

Firms that build strategic criteria into their project selection tools are using a _____ strategic approach.

The A-T-A-R model is one of the pseudo sale market testing methods used later in the new product process, typically when the physical product is available for the consumer to take home and try.

In the context of forecasting sales using an A-T-A-R model, which of the following methods can be used if the data availability is inaccurate?

_____ is one of the pseudo sale market testing methods used later in the new product process, typically when the physical product is available for the consumer to take home and try.

Those users who will be among the first to try a product are called:

Which of the following is a way of putting risk back into product innovation while managing it well?

An early field use test with a prototype will not assure success, but it can say intended users like what they see.

Strategic criteria for new product development are best analyzed through the use of _____.

Factor analysis can be used to estimate the net present value of a new product when it is still in the concept stage.

According to the Hoechst-U.S. scoring model, which of the following factors is based on financial criterion?

Even if a product's potential is extremely high, its sales may not materialize due to insufficient marketing effort.

Many of the mathematical sales forecasting models were initially developed for use on durable goods.

Ancon Inc., typically forecasts potential product sales based on the number of customers who say they would either definitely or probably buy the product, on a five-point scale. The firm's sales forecast is based upon _____.

In a new product development process, which of the following is most likely to be determined first while analyzing the financial aspects of a product?

In a new product development process, the financial analysis generally begins with the calculation of the net present value, NPV.

Which of the following forecasting tools is commonly used for durable goods and is based on the diffusion curve of new products through a population?

Discuss the Bass diffusion model.

Which of the following is true of sales forecasting for new products?

Under the _____, the firm or SBU lays out a strategy, and then allocates funds across different kinds of projects.

The Strategic Elements of Product Development

The New Products Process

Opportunity Identification and Selection: Strategic Planning for New Products

The Product Concept and Ready-Made New Product Ideas

New Product Ideas: the Problem Find-Solve Approach

New Product Ideas: Analytical Attribute Approaches

Concept Evaluation and Testing

The Full Screen

Product Protocol

Design

Development Team Management

Product Use Testing

Strategic Launch Planning

Implementation of the Strategic Plan

Market Testing

Launch Management

Public Policy Issues

Filters