Part 1 of 1 –

Question 1 of 20
The sales function is different from the selling process for which reason?

A. The selling process is theoretical but the sales function is empirical.

B. The selling process is performed by sellers but the sales function is performed by buyers.

C. The sales function can only be carried out by salespeople, but the selling process refers to many methods of selling.

D. The sales function refers to many methods of selling, but the selling process is carried out by salespeople.

Question 2 of 20
The logical next step after a salesperson alleviates a buyer’s objections is:

A. closing the sale.

B. identifying the buyer’s needs.

C. making a presentation.

D. implementing the product.

Question 3 of 20
Inside salespeople can sell at a company facility, or at which of the following locations?

A. A contact center

B. A channel center

C. A vertical center

D. A forecast center

Question 4 of 20
A vertical rep is one type of salesperson. Which of the following is an example of a vertical rep?

A. A salesperson who sells within accounts in a set geographic region, no matter what the industry

B. A salesperson who sells within accounts in one industry in a set geographic region

C. A salesperson who sells within accounts in the same industry, no matter where they are geographically

D. A salesperson who sells within accounts in one distributorship

Question 5 of 20
Finding a sustainable competitive advantage is difficult because:

A. a company needs a sustainable competitive advantage to succeed in the market.

B. market penetration makes sustaining an advantage difficult.

C. many advantages (product and low price) can be mimicked by other companies.

D. it is easier for a company to focus on sales than on service.

Question 6 of 20
In what type of sales situation is a broker commonly used?

A. When the buyer is in one country and the seller is in another

B. When the buyer and the seller are divisions of the same company

C. When the buyer and seller are in the financial industry

D. When the buyer likes to place multiple orders from the same seller

Question 7 of 20
Another word for “channel” in the phrase “sales channel” is:

A. order.

B. staff.

C. method.

D. website.

Question 8 of 20
Which of the following characteristics is useful for both salespeople and sales managers?

A. The ability to work independently

B. The ability to understand the sales process

C. The ability to organize activities and people

D. The ability to delegate

Question 9 of 20
Which of the following is an example of using social capital to help grow a company?

A. The HR manager of a company hires new employees to staff a project that will increase revenue by 25 percent.

B. The CFO of a company increases the budget of the research and development department so they can create a product that will triple profits in 18 months.

C. The CEO of a company asks a friend in the automotive industry to cut a company-wide discount on corporately- leased vehicles, which saves the company $500,000 a year.

D. The Sales Director of a company institutes a policy requiring all new salespeople to train with a senior salesperson for six months before going out into the field alone.

Question 10 of 20
A salesperson should not conduct a presentation of the product until he or she has determined that:

A. the buyer has the money and affiliation to understand the presentation.

B. the buyer has the money, authority, and desire to buy the product.

C. the buyer has been approached previously by another salesperson.

D. the buyer understands the features and benefits of the product.

Question 11 of 20
What does the word “purify” mean in terms of the sales function?

A. It means to change the ways non-sales activities occur so they cost the company less.

B. It means to ask all employees, regardless of job function, to sell to any customer they have contact with.

C. It means to carefully consider the product line and eliminate products that do not sell well.

D. It means to convert factories and production lines to have the least environmental impact possible.

1. Choose any published database from the internet (such as those from the Census Bureau or any financial or sports sites) or from your workplace. You may opt to use one of the data files provided by the instructor if applicable.
2. Your chosen database must be pre-approved by the instructor.
3. If the file is large than 200 observations, randomly choose 200 observations from the data.
4. Explain each variable in the file that you are analyzing. Be sure your file includes at least 3 scale variables and at least 2 nominal variables.
5. Conduct a descriptive analysis on any 2 interval / ratio variables you wish using Descriptive_Statistics.xls and Frequency_Distribution.xls.  Explain the output.
6. Conduct 3 different hypothesis tests of your choice using appropriate variables from the file (note: you must use 3 different tests and not run one test on 3 different variables). In each case, state the variables being tested as well as the hypothesis, decision and conclusion. Use 3 of the following (1-Sample Test for Means, 1-Sample Test for Proportions, 2-Sample Test for Means – Independent Samples, 2-Sample Test for Means – Paired Samples, 2-Sample Test for Proportions, Analysis of Variance, Chi Square Goodness of Fit Test, Chi Square Test of Independence, Correlation Test).
7. Develop a model to predict an interval / ratio variable using at least 2 other variables.  Use Multiple_Regression.xls and state the regression model and which variables are or are not significant.  Also, use the model to make a prediction by making up values for each of the independent variables.
8. Write a one to two page summary of your findings. Include the data file in the appendix.

Expectations:  Copy & paste the Excel displays into a Word file if you can.  Upload the Word file (or the Excel files) for credit.  Comments in which you describe your findings should be included with each display.  APA formatting is not required but the assignment should be formatted professionally so that it flows well for weekly assignments and you should adhere to the rules of written English in your punctuation, grammar and spelling.

Which of the following will correctly calculate the total slack in an activity?

Question 2

Which of the following is provided by both the project network and the work breakdown structure?

Question 3

Which of the following is NOT one of the basic rules to follow when developing project networks?

Question 4

Which of the following is true about hammock activities?

Question 5

Activities which can take place at the same time are termed

Question 6

When translated into a project network, a work package will become+

Question 7

If testing cannot be completed any earlier than four days after the prototype has been built, what type of lag exists?

Question 8

The backward pass in project network calculations determines all of the following EXCEPT

Question 9

The requirement for a freshly poured foundation to cure before beginning construction is an example of which of the following type of lag?

Question 10

An activity that has more than one dependency arrow flowing into it is termed a(n)

Question 11

If a project has more than one activity that can begin when the project is to start, a common start node should be used to indicate a clear project beginning on the network. Without a common start node, each path is a

Question 12

Which of the following represents an activity on an activity-on-node (AON) project network?

Question 13

Laura is forecasting the time and cost of developing an intranet for a new customer. Her department has completed six such intranets for customers during the last two years. Although the proposed system is about the same size as the others, she estimates that it will take about 10 percent less time and money. Which of the following methods is she using?

Question 14

Companies are using which of the following for improving the estimating process for future projects?

Question 15

Which of the following does NOT help describe a bottom-up estimating approach?

Question 16

Which of the following is NOT one of the recommended guidelines for developing useful work package estimates?

Question 17

In practice, estimating processes are frequently classified as

Question 18

Typical kinds of costs found in a project include all of the following EXCEPT

Question 19

Refining estimates may be necessary for a number of reasons. For example, a manager getting further into a project and obtaining a better understanding of what needs to be done to accomplish a project and meet the needs of the customer is an example of

Question 20

Which of the following would best represent direct project costs?

Question 21

What is the relationship between organizational culture and estimating?

Question 22

Ed is looking over the actual results of projects and comparing them to what was estimated. He notices that the projects that took six months or longer to complete were noticeably more off the estimates. Which of the following factors is he recognizing?

Question 23

Sean is forecasting the time and cost of developing a customized software program by looking at the number of inputs, outputs, inquiries, files, and interfaces. Which of the following methods is he using?

Question 24

Refining estimates may be necessary for a number of reasons. For example, people working on prototype development needing time to interact with the design engineers after the design is completed is a good example of

Question 25

Which of the following is NOT one of the bottom-up approaches to estimating project time and cost?

 

Question

Question 1 (1 point) Question 1 Saved

The __________ model is a popular model of decision making that requires information about how useful or important each attribute is to the customer making a brand choice and how customers perceive the brands in the evoked set in terms of their attributes.

Question 1 options:

multi-attribute

cluster

compensatory

attribution

Question 2 (1 point) Question 2 Saved

Which of the following analyses is more useful for trend-spotting than for developing segments for individual brands?

Question 2 options:

Cohort analysis

Regression analysis

SWOT analysis

Factor analysis

Question 3 (1 point) Question 3 Saved

In regard to the adoption of new technologies, the extent to which customers are uncertain about the consequences of an action is termed as:

Question 3 options:

perceived risk.

systemic risk.

speculative risk.

pure risk.

Question 4 (1 point) Question 4 Saved

Craig is the CMO of Speedoconnect, an Internet Services Provider that has been consistently losing market share for the past three quarters. Craig conducts a customer analysis to understand the weaknesses in the company’s service operations. Which of the following groups is most critical in this customer analysis?

Question 4 options:

Potential customers

Former customers

Competitors’ customers

Current customers

Question 5 (1 point) Question 5 Saved

According to the VALS system developed by SRI International, __________ are successful, sophisticated, and active people with high self-esteem and significant resources.

Question 5 options:

makers

believers

achievers

innovators

Question 6 (1 point) Question 6 Saved

__________ is the concept that a customer will adopt an innovation only if he or she considers it to be an improvement over the current product being used to satisfy the same need.

Question 6 options:

Need recognition

Observability

Relative advantage

Planned obsolescence

Question 7 (1 point) Question 7 Saved

In technology-based markets, the marketing manager must understand who the different customers that will purchase the product at the introductory stage of the product life cycle and who will purchase the product as it matures. According to Everett Rogers, which of the following types of customers will be the first to buy the product?

Question 7 options:

Innovators

Laggards

Early adopters

Early majority

Question 8 (1 point) Question 8 Saved

More effort by both external and internal parties is necessary for need recognition in a __________ situation.

Question 8 options:

straight rebuy

repetition purchase

modified rebuy

new-task

Question 9 (1 point) Question 9 Saved

Industrial products are normally more complex than consumer products. It means that industrial companies are more likely to be:

Question 9 options:

technology focused rather than market focused.

market focused rather than customer focused.

customer focused rather than product focused.

product focused rather than customer focused.

Question 10 (1 point) Question 10 Saved

Which of the following best describes routine purchases made from the same suppliers used in the past?

Question 10 options:

New-task purchase

Straight rebuys

Repetitive purchase

Modified rebuys

Question 11 (1 point) Question 11 Saved

A company is not happy with the present document-copying capabilities so it decides to outsource its copying to a service firm. This is an example of a:

Question 11 options:

new-task situation.

modified rebuy.

repetition purchase.

straight rebuy.

Question 12 (1 point) Question 12 Saved

Which one of the examples below best characterizes a modified rebuy?

Question 12 options:

Purchasing airline tickets under a new fare schedule

Purchasing the first local intranet for a small business

Purchasing paper clips for the office

Purchasing toner for the office

Question 13 (1 point) Question 13 Saved

According to the classification system for global organizational culture as developed by Hofstede, the degree to which employees are threatened by ambiguity is known as:

Question 13 options:

ambiguity tolerance.

uncertainty avoidance.

power distance.

long-term orientation.

Question 14 (1 point) Question 14 Saved

Usually in this stage of the buying process, benefits rather than specific product or service characteristics are stated.

Question 14 options:

Search for and qualify potential suppliers

Determine the characteristics

Request proposals

Establish specifications

Question 15 (1 point) Question 15 Saved

A back-of-the-envelope approach to calculating lifetime customer value (LCV) is a margin “multiple,” which can be used to multiply the current margin generated by each customer to estimate the LCV. This multiple is shown by the formula: r/(1 + i + r) In this formula, “r” stands for:

Question 15 options:

failure rate for the firm’s products.

retention rate for the product.

rate of return of the product by the customers.

the reliability of the product.

Question 16 (1 point) Question 16 Saved

The expected length of time a customer will remain active is known as:

Question 16 options:

retention rate.

survival rate.

win-back rate.

lifetime duration.

Question 17 (1 point) Question 17 Saved

Lifetime customer value is often described as the:

Question 17 options:

cost of customers switching to another brand.

cost of retaining the customer.

cost of acquiring the customer.

present value of a stream of revenue that can be produced by a customer.

Question 18 (1 point) Question 18 Saved

Net Promoter is a metric introduced by Reichheld in his 2003 Harvard Business Review article “The One Number You Need to Grow.” This metric indicates:

Question 18 options:

product quality.

customer profitability.

relative position of the organization in the industry.

customer loyalty.

Question 19 (1 point) Question 19 Saved

Which of the following is a primary customer-based metric?

Question 19 options:

Market share

Sales volume

Return on investment

Lifetime duration

Question 20 (1 point) Question 20 Saved

Successful communities on the Internet offer participants:

Question 20 options:

a sense of place with codes of behavior.

sample of the product before actually purchasing the product.

discounts on the price of the product.

free services for maintaining and repairing the product.