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179 term brit Why is market segmentation critical to effective implementation of a customer relationship management (CRM) system?It identifies data to use in customizing buyer messaging.
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A company recently conducted a focus group to determine which features and benefits customers are interested in receiving from its brand. The company plans to redesign its offerings based on the customer feedback. Which factor will the company need to consider when developing sales forecasts?Product
What is true of a sale in which the customer has a limited problem-solving mindset?The customer is swayed directly by advertising and promotion.
A sales manager at a diaper factory has been tasked with forecasting potential staff needs for the toddler pull-up diaper division and is analyzing the relevant external factors that will cause an impact. Which factor should the manager analyze?New laws
A firm is using situational interview questions to help select a candidate for a sales management position.Which question aligns with this interview format?How would you construct a sales compensation package?
A sales manager has used the same interview question for many years to determine the degree of candidates' fit with the company's culture. Over time, the sales manager has discovered that applicants' answers rated as positive consistently align with a high degree of cultural fit and the success of the new hires. Which issue regarding the data did the manager discover?Reliability
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At a real estate office, all employees earn $1,000 per sale, but employees with less than twelve months experience are paid under a new employee compensation rule that pays them $3,000 monthly for sales made. These new employees can earn more money if they exceed three sales in any given month, and they do not return any money if the three sales are not achieved in a given month. Which compensation system is being used for new employees by this office?Non-recoverable draw
What is a potential negative effect of using individual incentive systems with salespeople?Increased competition in targeting clients
A company needs to determine the cost of converting prospects to actual customers over a period of one year. Which type of ratio category should the company use for this purpose?Expense
A sales manager wants to evaluate how a salesperson's characteristics have aided in closing sales.Which type of sales performance measurement is being used?Subjective
Managers in a company are evaluating external and internal factors in order to develop the sales plan.Which level of decision-making are the managers performing?Strategic
What is an advantage of using customer surveys as a means to collect data for forecasting and quota development?It provides detailed user information.
What is a disadvantage of using the Delphi method as a means to collect data for forecasting and quota development?Time consuming in generating results
A director of sales has been asked to create a sales forecast for the upcoming fiscal year for a company that manufactures various snack foods. The director of sales is considering using a quantitative forecasting approach. Which approach should be used to meet this goal?Time series technique
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