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What roles do account managers play in the selling organization? What are some of the
characteristics and factors that separate high performing account managers from other
account managers?
Answer:
n/a
Salespersons tend to have a higher level of job satisfaction when they perceive that their
first-line supervisor closely directs and monitors their activities.
Materials handling is the controllable element of a logistics system that relates to the
effectiveness of in creating time and place utility.
Because globalization is upsetting traditional patterns of competition, the rise of
material costs, and customer resistance to price increases, the influence of the
procurement function is increasing in most organizations.
In regard to profitability control, a segment can be a channel structure.
____________________ 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.
Responsibility charting is an approach that can classify ____________________roles
and highlight the multifunctional nature of business marketing decision making.
In the balanced scorecard, the____________________perspective describes the
business processes that have the greatest effect on the chosen strategy, such as customer
relationship management, innovation management or supply-chain management.
For services, capacity is a substitute for inventory.
The Robinson-Patman Act holds that it is unlawful to____________________in price
between different purchasers of commodities of like grade and quality.
Recent research on forecasting techniques indicates that forecasting accuracy can be
improved by combining the results of several forecasting methods, leading many to
advocate the use of a composite forecasting model that includes both qualitative and
quantitative factors. Using a product example and market setting of your choice,
demonstrate how the use of a composite forecasting model can lead to more accurate
forecasting.
Answer:
n/a
According to the Robinson-Patman Act, price differentials are permitted, but they must
be based on cost differences or the need to meet competition.
Business marketing channels typically include fewer types of intermediaries than
consumer-goods channels.
Buying organizations can be segmented based on the stages of the procurement process,
such as new-task or straight rebuy.
Industrial distributors are generally large business firms that cover broad geographical
markets.
Competitors are less motivated to react to a new production introduction when the
market is experiencing a high rate of growth.
Induced strategic behavior corresponds to deliberate strategies while autonomous
strategic behavior gives rise to emergent strategies.
