Question 1

The sales force is generally involved in the managing orders and channel partners aspects of supply chain management process.

Accepted Answer

The sales force plays a crucial role in managing orders and channel partners which are important aspects of supply chain management. They are responsible for ensuring that orders are fulfilled and delivered on time, coordinating with channel partners, and building relationships with customers to understand their needs and preferences.

Question 2

The sales force is generally responsible for designing and implementing a firm's customer relationship management (CRM) processes.

Accepted Answer

While the sales force may play a role in using and inputting data into a CRM system, designing and implementing CRM processes is typically the responsibility of management, IT, and other departments within the organization.

Question 3

It is not unusual for the customer to be the one to initiate an enterprise type relationship with a supplier.

Accepted Answer

It is common for customers to seek out suppliers when they need specific goods or services, and this can lead to the establishment of an enterprise relationship between the two parties. Businesses that offer quality products and services, meet customer needs, and build trust and credibility are more likely to attract and retain loyal customers over time. However, suppliers can also initiate contact with potential customers through marketing and advertising efforts, trade shows, networking events, and other means. Ultimately, the success of an enterprise relationship depends on many factors, including the quality of the products or services, the level of customer service provided, the ability to communicate effectively, and the willingness to adapt and innovate to stay ahead of the competition.

Question 4

____________Is the way an organization attempts to achieve its overall performance objectives.
A) strategy
B) positioning
C) business mission
D) target marketing
E) none of the above

Accepted Answer

Strategy refers to the approach or plan an organization adopts to achieve its overall performance objectives. It involves identifying goals, analyzing the environment, and making decisions about allocating resources and implementing actions. Positioning relates to how a company differentiates itself from competitors in the market. Business mission is a statement that expresses the purpose of the organization, while target marketing involves identifying and targeting specific customer segments.

Question 5

It is very unusual for the customer to be the one to initiate an enterprise type relationship with a supplier.

Accepted Answer

In enterprise relationships, it is typically the supplier who initiates the relationship with the customer, not the other way around.

Question 6

When a customer purchases from a particular supplier primarily because of the consistency of its product quality, the customer and supplier are most likely in a transactional relationship.

Accepted Answer

The answer of When a customer purchases from a particular...

Question 7

Which of the following are examples of commonly used organizational goals:
A) dollar revenue.
B) social responsibility.
C) dollar profits.
D) both a and c above.
E) all of the above.

Accepted Answer

Organizational goals can encompass a variety of objectives, including financial targets like dollar revenue and profits, as well as broader aims such as social responsibility. These goals help guide the organization's strategies and operations.

Question 8

The sales force is generally more involved in a firm's supply chain management (SCM) efforts, than in its customer relationship management (CRM) processes.

Accepted Answer

The sales force is typically more involved in a firm's CRM processes, as their responsibilities include building and maintaining relationships with customers, identifying customer needs, and providing solutions to satisfy those needs. Supply chain management, on the other hand, involves coordination and integration of activities across the entire supply chain, from production to distribution, and is often the responsibility of operations or logistics teams.

Question 9

"The purpose of marketing is to make a sale," is an example of a consultative relationship perspective.

Accepted Answer

The purpose of marketing is not solely to make a sale, but to build and maintain relationships with customers. A consultative relationship perspective focuses on understanding the customer's needs and providing solutions that meet those needs, rather than just pushing for a sale. This approach often leads to more loyal customers and long-term success for the business.

Question 10

Which of the following is the least important factor in strategic planning? A) setting objectives B) formulating strategies C) determining the budget D) corporate public relations E) monitoring results

Accepted Answer

Corporate public relations is important for a company's reputation and image, but it is not directly related to the process of strategic planning. It may be a consideration in implementing certain strategies, but it is not a fundamental factor in the planning process. Setting objectives, formulating strategies, determining the budget, and monitoring results are all vital components of strategic planning.

Question 11

A consultative relationship is likely to differ from a transactional relationship in that success depends more on intimately grasping a customer's current business issues.

Accepted Answer

In a consultative relationship, the focus is on understanding the customer's current business issues and providing solutions that address those specific concerns. This requires a deeper level of engagement and understanding than in a transactional relationship, which is more focused on completing a one-time transaction. Therefore, success in a consultative relationship depends more on intimately grasping the customer's current business issues.

Question 12

The three C's of an organization's business, often used to describe the basic character of an organization, are:
A) customers, competitors, cost.
B) customers, competitors, company.
C) customers, cost, company.
D) customers, compensation, company.
E) none of the above.

Accepted Answer

The three C's of an organization's business are customers, competitors, and company. These are the three important elements that every company must consider while making business decisions. The customers are the key to any business, and it is essential to understand their needs and preferences to offer better products and services. Competitors are an important factor to consider as it helps the company to identify their strengths and weaknesses and also helps in developing strategies to stay ahead in the market. Finally, the company should analyze its own strengths and weaknesses to determine its position in the market and develop strategies accordingly. Therefore, option B is the correct choice.

Question 13

One way in which consultative selling attempts to create value is by making the purchasing process easy for the customer.

Accepted Answer

The answer of One way in which consultative selling attempts...

Question 14

One method for creating value in a consultative relationship is for the seller to help the customer develop a better solution to their problems than they would have discovered on their own.

Accepted Answer

This is a key aspect of consultative selling. By understanding the customer's needs and goals, the seller can provide insights and recommendations that the customer may not have considered, ultimately leading to a better solution and greater value for the customer.

Question 15

When the Scott Paper Company switched its focus to improving its profitability, which of the following are logical sales force consequences:
A) sales training has to be altered.
B) sales compensation should be changed.
C) sales territories need to be redesigned.
D) only a and b above.
E) all of the above.

Accepted Answer

When a company like Scott Paper Company shifts its focus towards improving profitability, it logically entails a comprehensive approach that affects various aspects of its sales operations. This includes altering sales training to better equip the sales force with skills and knowledge focused on profitability, changing sales compensation to align incentives with profitability goals, and redesigning sales territories to optimize sales efforts and resources towards more profitable outcomes. Therefore, all the mentioned changes (A, B, and C) are logical consequences of the company's new focus.

Question 16

The difference between consultative and enterprise type relationships is that in an enterprise relationship the customer is looking for significant value from the relationship in addition to the product itself.

Accepted Answer

The answer of The difference between consultative and enterprise type...

Question 17

A_______ should include a statement about (1) the type of customers served, (2) the needs to be fulfilled, and (3) the technology used to fulfill the needs.
A) customer-product matrix
B) customer base triangle
C) segmentation
D) business mission
E) target marketing

Accepted Answer

A business mission should include a statement about the type of customers served, the needs to be fulfilled, and the technology used to fulfill the needs. It is a concise statement that communicates the purpose and direction of the company.

Question 18

For a consultative relationship to be profitable for the supplier, it usually must be a long-term relationship.

Accepted Answer

A consultative relationship is based on providing ongoing advice and guidance to the customer, which requires a long-term commitment from the supplier. Over time, this can result in increased profitability for the supplier as the relationship deepens and the customer becomes more reliant on their expertise. Short-term consultative relationships may not provide the same level of benefits for the supplier.

Question 19

The sales force's role when executing a Differentiated Strategy usually includes:
A) selling high margin products.
B) focusing on non-price benefits.
C) establish long-term customer relationships.
D) only a and b above.
E) a, b, and c are all likely to be included.

Accepted Answer

When executing a differentiated strategy, the sales force must focus on the non-price benefits of the product or service, which are the key differentiating factors. They must sell high-margin products to generate profits, but also establish long-term customer relationships to sustain business growth. Therefore, all options a, b, and c are likely to be included in the sales force's role.

Question 20

Strategies are employed to:
A) make better use of company resources.
B) set specific and achievable objectives.
C) sustain an advantage over the competition.
D) both a and c of the above.
E) all of the above.

Accepted Answer

Strategies are employed for a variety of reasons, including making better use of company resources, setting specific and achievable objectives, and sustaining an advantage over the competition. Therefore, all of the options listed are correct purposes of employing strategies.

Quiz 2: Strategy and Sales Program Planning

The sales force is generally involved in the managing orders and channel partners aspects of supply chain management process.

The sales force is generally responsible for designing and implementing a firm's customer relationship management (CRM) processes.

It is not unusual for the customer to be the one to initiate an enterprise type relationship with a supplier.

____________Is the way an organization attempts to achieve its overall performance objectives.

It is very unusual for the customer to be the one to initiate an enterprise type relationship with a supplier.

When a customer purchases from a particular supplier primarily because of the consistency of its product quality, the customer and supplier are most likely in a transactional relationship.

Which of the following are examples of commonly used organizational goals:

The sales force is generally more involved in a firm's supply chain management (SCM) efforts, than in its customer relationship management (CRM) processes.

"The purpose of marketing is to make a sale," is an example of a consultative relationship perspective.

Which of the following is the least important factor in strategic planning?

A consultative relationship is likely to differ from a transactional relationship in that success depends more on intimately grasping a customer's current business issues.

The three C's of an organization's business, often used to describe the basic character of an organization, are:

One way in which consultative selling attempts to create value is by making the purchasing process easy for the customer.

One method for creating value in a consultative relationship is for the seller to help the customer develop a better solution to their problems than they would have discovered on their own.

When the Scott Paper Company switched its focus to improving its profitability, which of the following are logical sales force consequences:

The difference between consultative and enterprise type relationships is that in an enterprise relationship the customer is looking for significant value from the relationship in addition to the product itself.

A_______ should include a statement about (1) the type of customers served, (2) the needs to be fulfilled, and (3) the technology used to fulfill the needs.

For a consultative relationship to be profitable for the supplier, it usually must be a long-term relationship.

The sales force's role when executing a Differentiated Strategy usually includes:

Strategies are employed to: