Exam 4: Segmenting the Business Market and Estimating Segment Demand

Sharing of downstream data along with replenishment plans and sales forecasts describe customers who align with____________________-tier services.

Chandler Machine Tool has been successful in segmenting their market using the following bases: (1)NAICS category and (2)key purchasing criteria emphasized by particular groups of buyers within each NAICS industry. They are using:

The sales forecasting approach that utilizes a panel of experts and converts their opinions into an informed consensus by means of highly structured,multi-stage pooling is:

Which of the following is NOT a personal characteristic used in microlevel segmentation?

Provide an illustration of a situation where value-in-use segmentation would seem to be especially appropriate.

____________________-focused customers are committed to being first to market with new technologies and seek new-product-development expertise that will attract new customers.

Customers who are not particularly price or service sensitive and who made purchases in a routine fashion of products that are not central to their operation are best known as____________________buyers.

The criteria marketers use to evaluate the degree to which the firm can effectively focus its marketing efforts on chosen segments is:

For the medical x-ray market,Du Pont initiated a formal positioning study among hospital administrators,radiology department administrators,and technical managers in order to identify the firm's relative standing and the specific needs (criteria)for each level of buying influence within each potential segment. This provides an illustration of segmentation on the basis of:

The business market can be segmented on several bases,broadly classified into two major categories:

The sales force composite approach to forecasting is a quantitative forecasting method because it uses past sales data to predict future sales potential.

Advanced Technologies,Inc. faces a forecasting dilemma. They wish to evaluate the level of sales that a new technology might enjoy in 2014. Historical data is limited and of little value since the new product is not well defined and the product concept is unique. Which forecasting approach would appear to be most appropriate?

A segmentation study found that purchasers of IBM equipment are more concerned about software support and breadth of product line and they are less concerned about absolute price and price flexibility (i.e.,willingness of suppliers to negotiate price). This provides an illustration of segmentation on the basis of:

Which forecasting technique uses historical data ordered in time to project the trend and growth rate of sales?

The business market can be segmented on several bases. Macro bases of segmentation center on:

____________________ is a unique approach to forecasting demand in that it involves combined efforts of many functions within the firm as well as with supply chain partners.

Sales forecast data is used to:

The classification of customers on a continuum range from nonuser to heavy user is an example of:

Which of the following statements concerning business market segmentation is(are)true?

Your first task as a product manager at Dow Chemical is to evaluate the market segmentation strategy followed by your predecessor. For the past four years,this manager had been dividing the market on the basis of NAICS codes and developing a separate marketing strategy for each of 5 different NAICS industries. Describe the specific steps that you would follow in evaluating the existing segmentation plan. What factors might prompt you to seriously consider making a change in the existing segmentation approach?