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____________ is known for its everyday low pricing strategy.
A. Walmart
B. JCPenney
C. Sears
D. Best Buy
E. Kmart
Positioning strategy is a process that often starts with ______.
A. Focus groups
B. Surveys of customers
C. Perceptual maps
D. Panel research data
E. None of these
Many positioning studies start with focus groups that allow participants to talk about
aspects of their experiences with a product. From the focus groups, a set of attributes is
developed for further analysis.
The individual's learned proficiency at performing necessary sales tasks is called
_______________.
A. Sales aptitude
B. Motivation
C. Reward
D. Sales skill level
E. Satisfaction
Mega-Big Corp., is interested in buying MD Softworks, a medical software firm.
Softworks is highly regarded by medical practices for ease of use. Two software
engineers started the company, but they have made risky financial and poor
management decisions. Mega Corp., believes that with proper management the software
firm will become an industry leader. Mostly likely the software firm would be classified
as a ________.
A. Star
B. Cash Cow
C. Dog
D. Problem Child
E. Top Gun
The simplest and most common method of organizing a company sales force is the
______ method.
A. Geographic orientation
B. Product organization
C. Customer type
D. Market organization
E. Workload type
Jonathan must travel to Japan to meet with a prospective supplier for his company. He
wants to learn proper protocol for meeting his Japanese contact, presenting his business
card, and figuring out if he should call him by first name. The area of global market
research where Jonathan would find this information is in the ____________ trends.
A. Economic
B. Cultural, societal
C. Business environment
D. Political, legal
E. History, geography
The issue of initial investment in creating a channel and the cost of then maintaining it
is identified in the channel strategy of ___________.
A. Cost
B. Coverage
C. Character
D. Continuity
E. Control
Attitudes are learned or at least influenced by __________.
A. New information
B. Marketers
C. Religion
D. Motivation
E. Expectations
The ______________ method is also sometimes referred to as zero-based budgeting.
A. Per-unit
B. Objective-and-task
C. Percent-of-sales
D. Comparative-parity
E. All-you-can-afford
Sam Marino, an accountant in the organization, says that marketing is always
overbudget and not accountable. Sam suggests that marketing can avoid this difficulty
by ____________.
A. Having a master budget for a plan
B. Tracking the budget throughout the implementation process
C. Reporting variances from the budget on a systematic basis
D. Noting budget overages and communicating these with accountable people
E. All of these
