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Question:

Using manufacturer’s representatives or sales branches is usually a characteristic of which of the following channel forms?
  1. business marketing channels
  2. customer marketing channels
  3. service marketing channels
  4. direct marketing channels






Q2. Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma in the area of:

  1. Determining compensation and incentives
  2. Equal treatment in hiring and promotion
  3. Respect for individuals in supervisory and training programs
  4. Fairness in the design of sales territories
  5. Fairness in the assignment of sales territories
Correct Answer

Q3. Which one of the following is not a feature of a strategic business unit?

  1. Distinct mission
  2. Separate identify under the umbrella of the parent firm
  3. unlimited powers in the hands of CEO of SBU
  4. Separate managing team
Correct Answer

Q4. With respect to a channel of distribution, the number of intermediary levels within the channel indicates the ____________ of a channel.

  1. width
  2. depth
  3. length
  4. similarity
Correct Answer

Q5. In ___, active management and assessment of products and services take place

  1. Initial phase
  2. Intelligence phase
  3. Value creation phase
  4. Integration phase
Correct Answer

Q6. Which of the following statements about sales force management is true?

  1. The sales force is the firm's most direct link to the customer
  2. The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how business operates today
  3. As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented
  4. Personal selling is usually less expensive than advertising
  5. Sales management is no different from any other kind of management
Correct Answer

Q7. If ABC Ltd. is considered as financially strong, then it comes under ____ characteristics.

  1. Economic
  2. Company
  3. Supply
  4. Marketing
Correct Answer

Q8. Which of these determines revenue?

  1. Product
  2. Price
  3. Promotion
  4. Salesmanship
Correct Answer

Q9. CRM helped in increasing customer satisfaction from order to end product.

  1. True
  2. False
Correct Answer

Q10. CRM is a business philosophy that aims at maximizing ___ in the long run.

  1. Customer value
  2. Sales
  3. Market Share
Correct Answer








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