Question 1

The Delphi method constitutes a highly sophisticated quantitative approach to sales forecasting.

Accepted Answer

A) True 
 B)False

Question 2

The microsegmentation of business markets center on characteristics of:

Accepted Answer

A) buying organizations (e.g.,the size). 
B) the product application (e.g.,end market served). 
C) decision-making units (e.g.,decision style). 
D) the purchasing situation (e.g.,types of buying situation). 
E) geographic regions (e.g.,Midwest). 
A) buying organizations (e.g.,the size). 
B) the product application (e.g.,end market served). 
C) decision-making units (e.g.,decision style). 
D) the purchasing situation (e.g.,types of buying situation). 
E) geographic regions (e.g.,Midwest).

Question 3

Executive judgement methods produce accurate forecasts when:

Accepted Answer

A) forecasts are made infrequently. 
B) the environment is volatile 
C) the linkage between decision,action,and feedback is short. 
D) all of the above. 
E) (a)and (b)only. 
A) forecasts are made infrequently. 
B) the environment is volatile 
C) the linkage between decision,action,and feedback is short. 
D) all of the above. 
E) (a)and (b)only.

Question 4

The most crucial limitation(s)associated with causal methods of sales forecasting is(are):

Accepted Answer

A) the problem of determining future values of the independent or causal variables. 
B) the problem of securing unbiased sales estimates from the sales force. 
C) that seasonal variations in performance are difficult to precisely estimate. 
D) both (b)and (c). 
E) All of the above are crucial limitations of causal methods of sales forecasting. 
A) the problem of determining future values of the independent or causal variables. 
B) the problem of securing unbiased sales estimates from the sales force. 
C) that seasonal variations in performance are difficult to precisely estimate. 
D) both (b)and (c). 
E) All of the above are crucial limitations of causal methods of sales forecasting.

The Delphi method constitutes a highly sophisticated quantitative approach to sales forecasting.

The microsegmentation of business markets center on characteristics of:

Executive judgement methods produce accurate forecasts when:

The most crucial limitation(s)associated with causal methods of sales forecasting is(are):

A Business Marketing Perspective

Organizational Buying Behavior

Customer Relationship Management Strategies for Business Markets

Business Marketing Planning: Strategic Perspectives

Business Marketing Strategies for Global Markets

Managing Products for Business Markets

Managing Innovation and New Industrial Product Development

Managing Services for Business Markets

Managing Business Marketing Channels

Supply Chain Management

Pricing Strategy for Business Markets

Business Marketing Communications: Advertising and Sales Promotion

Business Marketing Communications: Managing the Personal Selling Function

Marketing Performance Measurement

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Exam 4: Segmenting the Business Market and Estimating Segment Demand

The Delphi method constitutes a highly sophisticated quantitative approach to sales forecasting.

The microsegmentation of business markets center on characteristics of:

Executive judgement methods produce accurate forecasts when:

The most crucial limitation(s)associated with causal methods of sales forecasting is(are):

A Business Marketing Perspective

Organizational Buying Behavior

Customer Relationship Management Strategies for Business Markets

Business Marketing Planning: Strategic Perspectives

Business Marketing Strategies for Global Markets

Managing Products for Business Markets

Managing Innovation and New Industrial Product Development

Managing Services for Business Markets

Managing Business Marketing Channels

Supply Chain Management

Pricing Strategy for Business Markets

Business Marketing Communications: Advertising and Sales Promotion

Business Marketing Communications: Managing the Personal Selling Function

Marketing Performance Measurement

Filters