Question 1

In time series analysis,the seasonal component represents regular,recurring movements within the year.

Accepted Answer

A) True 
 B)False

Question 2

____________________ data is used to distribute inventory in the supply chain,manage stock levels at each link and schedule resources for all the members of a supply chain.

Accepted Answer

The answer of ____________________ data is used to distribute inventory...

Question 3

Which sales forecasting approach is effective when intimate knowledge of customer plans is important?

Accepted Answer

A) executive judgment 
B) Delphi method 
C) time series 
D) sales force composite 
E) causal analysis

Question 4

In evaluating alternative bases for segmentation,the marketer is attempting to identify good predictors of differences in buyer behavior.

Accepted Answer

A) True 
 B)False

Question 5

Typically,causal models are more reliable for:

Accepted Answer

A) intermediate than for long-range forecasts. 
B) long-range than intermediate forecasts. 
C) long-range than short-range forecasts. 
D) short-range than long range forecasts. 
E) short-range than for intermediate forecasts.

Question 6

Qualitative techniques that can be used for forecasting sales include:

Accepted Answer

A) market surveys. 
B) time series. 
C) the Delphi method. 
D) single series statistical methods. 
E) none of these.

Question 7

In order to use macrolevel bases of segmentation,the business marketer must move beyond secondary sources of information by soliciting input from the sales force or by conducting a special market segmentation study.

Accepted Answer

A) True 
 B)False

Question 8

Albany Products found that the sales of one of their most important products is logically related to new construction expenditures. If the firm can forecast future values of this variable,which forecasting technique would appear to be most appropriate?

Accepted Answer

A) time series 
B) regression 
C) Delphi method 
D) trend extension 
E) none of the above

Question 9

Compare and contrast the different quantitative sales forecasting techniques that are used by business marketing managers. Be sure to note the strengths and limitations of each technique.

Accepted Answer

The answer of Compare and contrast the different quantitative sales...

Question 10

Bargain hunters are____________________-volume buyers who are very sensitive to any changes in price or service with respect to products that are very important to their operations.

Accepted Answer

The answer of Bargain hunters are____________________-volume buyers who are very...

Question 11

Which of the following is a benefit of effective segmentation?

Accepted Answer

A) The mere attempt to segment business market forces the marketer to become more attuned to the unique needs of customer segments. 
B) Knowledge of the needs of particular market segments helps the business appropriately train and deploy the salesforce. 
C) It allows the business marketer to focus on product development efforts. 
D) all of the above. 
E) (b)and (c)only.

Question 12

An emerging high-technology firm develops and sells a line of electronic software products and services that enable businesses to engage in business-to-business communications and transactions with suppliers and customers. The firm's products and services are used by retailers such as Wal-Mart,manufacturers like Pillsbury,apparel firms like New Balance Athletic Shoes,and insurance firms and others. The firm needs your assistance in segmenting this vast potential market that includes most types of businesses.First,suggest possible bases of segmentation that the high-tech firm might use in isolating potential clusters or segments of customers. Next,provide a set of guidelines that the firm might follow in evaluating whether or not a particular base of segmentation provides an appropriate market and strategic fit for the firm.

Accepted Answer

The answer of An emerging high-technology firm develops and sells...

Question 13

The information needed for micro level segmentation in the business market can usually be drawn from available secondary sources.

Accepted Answer

A) True 
 B)False

Question 14

The qualitative approach that most closely resembles the executive panel method of sales forecasting is:

Accepted Answer

A) input/output analysis. 
B) the sales force composite. 
C) market surveys. 
D) time series methods. 
E) regression analysis.

Question 15

Bases of business or organizational market segmentation that center on the characteristics of the buying organization and the buying situation are broadly categorized as:

Accepted Answer

A) macrosegmentation. 
B) microsegmentation. 
C) economic bases. 
D) bottom-up bases. 
E) concentration bases.

Question 16

Successful implementation of a business segmentation strategy requires attention to which of the following issues?

Accepted Answer

A) Adaptations to serve selected international markets. 
B) A comprehensive on-line strategy to provide continuous support to customers in the segments. 
C) Organization of the sales force. 
D) All of the above. 
E) Only (b)and (c).

Question 17

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

Accepted Answer

A) In selecting a market segment,the business marketer is also choosing a competitive environment. 
B) The cost of research increases if a microlevel of segmentation is required. 
C) Compared to their consumer goods counterparts,business marketers can more readily change segmentation strategies,shifting attention from one segment to another. 
D) both (a)and (c)

Question 18

A successful implementation of a segmentation strategy requires attention to:

Accepted Answer

A) how should the sales force be organized. 
B) what adaptations will be needed to serve selected international market segments. 
C) which media outlets can be used to target advertising at a new segment. 
D) all of the above. 
E) (b)and (c)only.

Question 19

In time series analysis,the _____ component represents regular,recurring movements within the year.

Accepted Answer

A) trend 
B) cycle 
C) seasonal 
D) irregular 
E) causal

Question 20

Because the Delphi technique is often used for new products or when a product concept is unique,it is only applied to short-range forecasting.

Accepted Answer

A) True 
 B)False

Exam 4: Segmenting the Business Market and Estimating Segment Demand

In time series analysis,the seasonal component represents regular,recurring movements within the year.

____________________ data is used to distribute inventory in the supply chain,manage stock levels at each link and schedule resources for all the members of a supply chain.

Which sales forecasting approach is effective when intimate knowledge of customer plans is important?

In evaluating alternative bases for segmentation,the marketer is attempting to identify good predictors of differences in buyer behavior.

Typically,causal models are more reliable for:

Qualitative techniques that can be used for forecasting sales include:

In order to use macrolevel bases of segmentation,the business marketer must move beyond secondary sources of information by soliciting input from the sales force or by conducting a special market segmentation study.

Albany Products found that the sales of one of their most important products is logically related to new construction expenditures. If the firm can forecast future values of this variable,which forecasting technique would appear to be most appropriate?

Compare and contrast the different quantitative sales forecasting techniques that are used by business marketing managers. Be sure to note the strengths and limitations of each technique.

Bargain hunters are____________________-volume buyers who are very sensitive to any changes in price or service with respect to products that are very important to their operations.

Which of the following is a benefit of effective segmentation?

The information needed for micro level segmentation in the business market can usually be drawn from available secondary sources.

The qualitative approach that most closely resembles the executive panel method of sales forecasting is:

Bases of business or organizational market segmentation that center on the characteristics of the buying organization and the buying situation are broadly categorized as:

Successful implementation of a business segmentation strategy requires attention to which of the following issues?

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

A successful implementation of a segmentation strategy requires attention to:

In time series analysis,the _____ component represents regular,recurring movements within the year.

Because the Delphi technique is often used for new products or when a product concept is unique,it is only applied to short-range forecasting.