Question 1

Get an equitable return on the value delivered is a goal of _______.

Accepted Answer

A)  importance ratings
B)  customer value management
C)  value assessment methods
D)  competitor intelligence systems B

Question 2

In a field research survey,participants are given a description of a market offering,typically the present industry standard,that serves as a(n)benchmark offering.They then are asked how much more their firm would be willing to pay for selected additions (or increases)in attributes or features to this offering.

Accepted Answer

A)  benchmark
B)  internal engineering assessment
C)  focus group value
D)  compositional A

Question 3

With the value assessment method _______ supplier personnel (or their consultants)conduct interviews and often gather data at customer firm(s)to provide a comprehensive listing of benefit and cost elements associated with usage of the supplier's market offering compared with the incumbent or next-best-alternative offering.

Accepted Answer

A)  internal engineering assessment
B)  field value-in-use assessment
C)  indirect survey questions
D)  focus group value assessment B

Question 4

To gain a more detailed understanding of how customer requirements and preferences vary,business market managers use more progressive bases of segmentation,such as application,customer capabilities and business priorities,usage situation,and customer profitability.

Accepted Answer

A) True 
 B)False

Question 5

When comparing one product offering to the next-best-alternative,value elements where there are apparent differences are termed _______.

Accepted Answer

A)  points of parity
B)  points of difference
C)  value word equations
D)  points of contention

Question 6

The Net Promoter Score (NPS)is derived from the answers to a willingness-to-recommend question.

Accepted Answer

A) True 
 B)False

Question 7

When comparing one product offering to the next-best-alternative the supplier may invite the customers to participate in the customer value research.The supplier's team members relate the list of value elements and which elements they regard as points of parity and points of difference._______ are value elements about which the customer disagrees with the team's evaluations.

Accepted Answer

A)  points of parity
B)  points of difference
C)  value word equations
D)  points of contentions

Question 8

To deliver superior value to targeted market segments and customer firms is a goal of _________________________.

Accepted Answer

A)  importance ratings
B)  customer value management
C)  value assessment methods
D)  competitor intelligence systems

Question 9

_______ is the work process of obtaining an estimate of the worth in monetary terms of some present or proposed market offering or elements of it.

Accepted Answer

A)  Value assessment
B)  Benchmarking
C)  Monitoring competition
D)  Sales forecasting

Question 10

A _______ is an organized approach for seeking,gathering,analyzing,and interpreting competitor data,and for disseminating the resulting information to guide decisions.

Accepted Answer

A)  competitor analysis system
B)  competitor intelligence system
C)  sales potential forecast
D)  market definition system

Question 11

_______ is NOT a criterion for judging the validity of a segmentation scheme.

Accepted Answer

A)  Measurable
B)  Profitable
C)  Actionable
D)  Applicable

Question 12

_____ is NOT a diagnostic component of Porter's framework for competitor analysis.

Accepted Answer

A)  Market sensing
B)  Future goals
C)  Current strategy
D)  Capabilities

Question 13

Customer feedback provides the supplier with a chance to remedy problems that occur and to retain a customer's business.It does NOT give the supplier an early warning of changing customer requirements and preferences.

Accepted Answer

A) True 
 B)False

Question 14

_______ are data-driven estimates of what a present or prospective market offering is worth in monetary terms to targeted customers relative to the next-best alternative offering for those customers.

Accepted Answer

A)  customer value models
B)  competitive intelligence models
C)  market segmentation models
D)  best practices models

Question 15

The value assessment method,_______,involves scientists or engineers within the supplier's own firm conducting laboratory tests on a product to provide an estimate of its value.Application of this method depends on detailed knowledge of the customer's usage system.

Accepted Answer

A)  internal engineering assessment
B)  field value-in-use assessment
C)  indirect survey questions
D)  focus group value assessment

Question 16

The value assessment method _______ is a qualitative approach to gaining a better understanding of the perceptions and reactions of participants.In doing so,the research analyst also generates estimates of value.The participants typically are knowledgeable individuals within customer firms that are targets for the studied market offering,although a supplier firm also may be interested in the reactions of industry consultants or pundits.

Accepted Answer

A)  internal engineering assessment
B)  field value-in-use assessment
C)  indirect survey questions
D)  focus group value assessment

Question 17

_______ is the process of generating knowledge about the market that individuals in the business use to inform and guide their decision making.

Accepted Answer

A)  Market sensing
B)  Market research
C)  Information utilization
D)  Information acquisition

Question 18

To exceed rather than simply meet customer requirements and preferences is to create customer_______.

Accepted Answer

A)  loyalty
B)  delight
C)  disinterest
D)  value analysis

Question 19

A _______ express in words and simple mathematical operators (e.g.,+,÷)precisely how to assess the differences in functionality and performance between the studied offerings for a value element and how those differences are converted into worth in monetary terms.

Accepted Answer

A)  points of parity
B)  points of difference
C)  value word equations
D)  points of contentions

Question 20

Value assessment is the work process of obtaining the exact worth in qualitative benefits of some past market offering.

Accepted Answer

A) True 
 B)False

Exam 2: Market Sensing: Generating and Using Knowledge About the Market

Get an equitable return on the value delivered is a goal of _______.

To gain a more detailed understanding of how customer requirements and preferences vary,business market managers use more progressive bases of segmentation,such as application,customer capabilities and business priorities,usage situation,and customer profitability.

When comparing one product offering to the next-best-alternative,value elements where there are apparent differences are termed _______.

The Net Promoter Score (NPS)is derived from the answers to a willingness-to-recommend question.

To deliver superior value to targeted market segments and customer firms is a goal of _________________________.

_______ is the work process of obtaining an estimate of the worth in monetary terms of some present or proposed market offering or elements of it.

A _______ is an organized approach for seeking,gathering,analyzing,and interpreting competitor data,and for disseminating the resulting information to guide decisions.

_______ is NOT a criterion for judging the validity of a segmentation scheme.

_____ is NOT a diagnostic component of Porter's framework for competitor analysis.

Customer feedback provides the supplier with a chance to remedy problems that occur and to retain a customer's business.It does NOT give the supplier an early warning of changing customer requirements and preferences.

_______ are data-driven estimates of what a present or prospective market offering is worth in monetary terms to targeted customers relative to the next-best alternative offering for those customers.

The value assessment method,_______,involves scientists or engineers within the supplier's own firm conducting laboratory tests on a product to provide an estimate of its value.Application of this method depends on detailed knowledge of the customer's usage system.

_______ is the process of generating knowledge about the market that individuals in the business use to inform and guide their decision making.

To exceed rather than simply meet customer requirements and preferences is to create customer_______.

A _______ express in words and simple mathematical operators (e.g.,+,÷) precisely how to assess the differences in functionality and performance between the studied offerings for a value element and how those differences are converted into worth in monetary terms.

Value assessment is the work process of obtaining the exact worth in qualitative benefits of some past market offering.