Exam 18: Implementing and Controlling Marketing Plans: Evolution and Revolution

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Which of the following would be the BEST reason to use the "full-cost approach" when comparing the performance of several product managers?

(Multiple Choice)

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Question 121

Regarding marketing cost analysis,

(Multiple Choice)

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Question 122

The "80/20 rule" describes the relationship that 80 percent of an organization's business often comes from only 20 percent of its products or customers.

(True/False)

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Question 123

General summaries of overall marketing cost data

(Multiple Choice)

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Question 124

A _____ is a number like a baseball batting average that shows the relation of one value to another.

(Multiple Choice)

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Question 125

A sales manager has just discovered that one of his sales reps has sales about 20 percent below his quota. The sales manager should conclude:

(Multiple Choice)

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Question 126

The contribution-margin and the full-cost approaches to marketing cost analysis are different, but they should lead to the same action implications.

(True/False)

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Question 127

Regarding the choice between the "full-cost approach" and the "contribution margin approach" to marketing cost analysis:

(Multiple Choice)

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Question 128

The contribution-margin approach ignores some costs to simplify comparing among specific alternatives

(True/False)

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Question 129

The accounting department should do a marketing audit since they have access to the data.

(True/False)

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Question 130

_________ are the two basic approaches to handling marketing cost allocation problems.

(Multiple Choice)

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Question 131

In a marketing audit, the auditor evaluates the plans being implemented, but not the quality of the effort.

(True/False)

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Question 132

Which of the following statements is NOT TRUE?

(Multiple Choice)

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Question 133

The best way to break down and analyze sales data is:

(Multiple Choice)

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Question 134

A marketing audit is:

(Multiple Choice)

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Question 135

If Salesperson A has a performance index of 80 and Salesperson B has a performance index of 120:

(Multiple Choice)

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Question 136

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 137

Marketing sales analysis:

(Multiple Choice)

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Question 138

According to the _____, much good information is hidden in summary data.

(Multiple Choice)

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Question 139

The basic objectives of implementation are to do things:

(Multiple Choice)

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Question 140

Showing 121 - 140 of 150

Which of the following would be the BEST reason to use the "full-cost approach" when comparing the performance of several product managers?

Regarding marketing cost analysis,

The "80/20 rule" describes the relationship that 80 percent of an organization's business often comes from only 20 percent of its products or customers.

General summaries of overall marketing cost data

A _____ is a number like a baseball batting average that shows the relation of one value to another.

A sales manager has just discovered that one of his sales reps has sales about 20 percent below his quota. The sales manager should conclude:

The contribution-margin and the full-cost approaches to marketing cost analysis are different, but they should lead to the same action implications.

Regarding the choice between the "full-cost approach" and the "contribution margin approach" to marketing cost analysis:

The contribution-margin approach ignores some costs to simplify comparing among specific alternatives

The accounting department should do a marketing audit since they have access to the data.

_________ are the two basic approaches to handling marketing cost allocation problems.

In a marketing audit, the auditor evaluates the plans being implemented, but not the quality of the effort.

Which of the following statements is NOT TRUE?

The best way to break down and analyze sales data is:

A marketing audit is:

If Salesperson A has a performance index of 80 and Salesperson B has a performance index of 120:

Marketing sales analysis:

According to the _____, much good information is hidden in summary data.

The basic objectives of implementation are to do things:

Marketings Value to Consumers, Firms, and Society

Marketing Strategy Planning

Evaluating Opportunities in the Changing Marketing 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

Promotionintroduction to Integrated Marketing Communications

Personal Selling and Customer Service

Advertising, Publicity, and Sales Promotion

Pricing Objectives and Policies

Price Setting in the Business World

Managing Marketings Link With Other Functional Areas

Ethical Marketing in a Consumer-Oriented World

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