Consider the performance data about the four sales regions shown below.Which of the four regions has the highest performance index? \[\begin{array} { | l | r | r | } \hline \text { Sales region } & \text { Expected sales } & \text { Actual sales } \\ \hline \text { North } & \$ 200,000 & \$ 240,000 \\ \hline \text { South } & \$ 170,000 & \$ 170,000 \\ \hline \text { East } & \$ 140,000 & \$ 190,000 \\ \hline \text { West } & \$ 160,000 & \$ 200,000 \\ \hline \end{array}\]

A) North. B) South. C) East. D) West. E) Cannot be determined from the information given. A) North. B) South. C) East. D) West. E) Cannot be determined from the information given.

Exam 2: Implementing and Controlling Marketing Plans: Evolution and Revolution

Avon,Inc.,has analyzed the market potential in its territories and set sales quotas for its salespeople.It is now in a good position to develop ______________ indexes at the end of the year.

(Multiple Choice)

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Question 81

The "contribution margin approach" to marketing cost analysis:

(Multiple Choice)

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Question 82

A firm generates a monthly profit of $160,000 dollars.If the 80/20 rule applies to this firm's products,which of the following statement is true?

(Multiple Choice)

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Question 83

Dell uses the sales-order ratio to measure the performance of its salespeople.If,in the past year,a salesperson made $2 million in sales,called on 5,250 potential business customers (either by phone or in person),and got 3,124 orders,what was this sales rep's order-call ratio (to the nearest whole number amount)?

(Multiple Choice)

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Question 84

As with sales analysis,performance analysis is limited to sales data.

(True/False)

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Question 85

A marketing audit is:

(Multiple Choice)

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Question 86

If Salesperson X had a performance index of 80 and Salesperson Y had a performance index of 120,then:

(Multiple Choice)

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Question 87

Implementing a strategy is straightforward; there are usually only a limited number of ways things can go wrong.

(True/False)

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Question 88

Lori Winters,a regional sales manager,is interested in the profitability of the different sales reps in her region.She has used a variety of different approaches for allocating fixed sales expenses to the different sales reps,but she reaches very different conclusions depending on which allocation approach is used.In this case,it would be wise for Ms.Winters to supplement her other analyses with an analysis based on

(Multiple Choice)

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Question 89

A marketing audit should help determine if:

(Multiple Choice)

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Question 90

Charter Communications uses the order-call ratio to measure the performance of its salespeople.If,in the past year,a salesperson made $13 million in sales,called on 4,312 potential business customers (either by phone or in person),and got 1,216 orders,what was this sales rep's order-call ratio (to the nearest whole number percent)?

(Multiple Choice)

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Question 91

Which of the following statements illustrates the 80/20 rule?

(Multiple Choice)

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Question 92

When it comes to marketing cost analysis,a sales rep is likely to favor the full-cost approach over the contribution-margin approach.

(True/False)

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Question 93

Sales analysis provides a simple listing of sales figures compared against standards.

(True/False)

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Question 94

Consider the performance data about the four sales regions shown below.Which of the four regions has the highest performance index? Sales region Expected sales Actual sales North \ 200,000 \ 240,000 South \ 170,000 \ 170,000 East \ 140,000 \ 190,000 West \ 160,000 \ 200,000

(Multiple Choice)

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Question 95

The ideal of doing things better,faster,and at lower cost is easy to implement once it is accepted.

(True/False)

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Question 96

Doug Selkirk is a sales manager for IBM.He has asked his assistant to prepare an analysis that shows what percent over or under quota each sales rep was during the last year.This is an example of

(Multiple Choice)

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Question 97

Regarding the "contribution-margin approach" to marketing cost analysis,which of the following statements is TRUE?

(Multiple Choice)

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Question 98

Wiz Bang Foods put together data to measure sales performance by region of the United States.The Southern region included 25% of the U.S.population and was expected to deliver a similar share of Wiz Bang Foods' sales.This region ended up delivering 30% of the company's overall sales.The performance index for the Southern region would be:

(Multiple Choice)

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Question 99

Which of the following statements best describes the "iceberg principle"?

(Multiple Choice)

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Question 100

Showing 81 - 100 of 150

Avon,Inc.,has analyzed the market potential in its territories and set sales quotas for its salespeople.It is now in a good position to develop ______________ indexes at the end of the year.

The "contribution margin approach" to marketing cost analysis:

A firm generates a monthly profit of $160,000 dollars.If the 80/20 rule applies to this firm's products,which of the following statement is true?

As with sales analysis,performance analysis is limited to sales data.

A marketing audit is:

If Salesperson X had a performance index of 80 and Salesperson Y had a performance index of 120,then:

Implementing a strategy is straightforward; there are usually only a limited number of ways things can go wrong.

A marketing audit should help determine if:

Which of the following statements illustrates the 80/20 rule?

When it comes to marketing cost analysis,a sales rep is likely to favor the full-cost approach over the contribution-margin approach.

Sales analysis provides a simple listing of sales figures compared against standards.

Consider the performance data about the four sales regions shown below.Which of the four regions has the highest performance index? Sales region Expected sales Actual sales North \ 200,000 \ 240,000 South \ 170,000 \ 170,000 East \ 140,000 \ 190,000 West \ 160,000 \ 200,000

The ideal of doing things better,faster,and at lower cost is easy to implement once it is accepted.

Doug Selkirk is a sales manager for IBM.He has asked his assistant to prepare an analysis that shows what percent over or under quota each sales rep was during the last year.This is an example of

Regarding the "contribution-margin approach" to marketing cost analysis,which of the following statements is TRUE?

Which of the following statements best describes the "iceberg principle"?

Marketings Value to Consumers, Firms, and Society

Marketing Strategy Planning

Managing Marketings Link With Other Functional Areas

Evaluating Opportunities in the Changing Market Environment

Focusing Marketing Strategy With Segmentation and Positioning

Final Consumers and Their Buying Behavior

Business and Organizational Customers and Their Buying Behavior

Improving Decisions With Marketing Information

Elements of Product Planning for Goods and Services

Product Management and New-Product Development

Place and Development of Channel Systems

Distribution Customer Service and Logistics

Retailers, Wholesalers, and Their Strategy Planning

Promotion-Introduction to Integrated Marketing Communications

Personal Selling and Customer Service

Advertising and Sales Promotion

Publicity: Promotion Using Earned Media, Owned Media, and Social Media

Pricing Objectives and Policies

Price Setting in the Business World

Ethical Marketing in a Consumer-Oriented World: Appraisal and Challenges

Filters