Question 1

According to the Boston Consulting Group's "Growth/Market Share Matrix" ___________ are low market share and low market growth products.

Accepted Answer

Dogs are low market share and low market growth products.

Question 2

According to the Boston Consulting Group's "Growth/Market Share Matrix" ___________ are high market share and high market growth products.

Accepted Answer

Stars are products with high market share in high growth markets, according to the Boston Consulting Group's Growth/Market Share Matrix.

Question 3

According to the Boston Consulting Group's "Growth/Market Share Matrix" ___________ are high market share and low market growth products.

Accepted Answer

Cash cows are products with high market share in a low growth market, generating steady cash flow with little need for investment.

Question 4

Based on the Boston Consulting Group's "Growth/Market Share Matrix" stars produce large amounts of cash. Thus, the strategy relative to stars possibly would be to:

Accepted Answer

Stars are high-growth, high-market-share products that require investment to maintain their position and support future growth.

Question 5

Based on the Boston Consulting Group's "Growth/Market Share Matrix" question marks are growing rapidly and consume large amounts of cash, thus having the potential to become stars. Thus, the strategy relative to question marks possibly would be to:

Accepted Answer

Question marks have the potential to become stars if they succeed in gaining market share, so investing more funds could be beneficial. However, if they do not show promise, divesting might be considered to avoid further losses.

Question 6

Based on the Boston Consulting Group's "Growth/Market Share Matrix" cash cows are leaders in mature markets and produce much more cash than they consume. Thus, the strategy relative to cash cows possibly would be to:

Accepted Answer

Cash cows generate significant cash flow with little need for investment, so the strategy is to use their profits to support other business units, like stars and question marks, rather than investing heavily in them or divesting.

Question 7

Based on the Boston Consulting Group's "Growth/Market Share Matrix" dogs do not consume much cash but also do not produce any. Thus, the strategy relative to dogs possibly would be to:

Accepted Answer

Dogs have low market share and low growth, making them poor candidates for investment. The typical strategy is to divest or withdraw to allocate resources more effectively.

Question 8

Which of the following is a growth strategy least likely to be used by sales managers?

Accepted Answer

Entrenchment is not a growth strategy; it involves consolidating and strengthening current positions rather than expanding or growing.

Question 9

Relative to the four types of growth strategies, ____________ focuses on increasing sales of current products in current markets by more intensive marketing efforts.

Accepted Answer

Market penetration is a growth strategy that aims to increase sales of existing products in existing markets through more aggressive marketing efforts.

Question 10

Relative to the four types of growth strategies, ____________ focuses on opening up new markets for current products.

Accepted Answer

Market development focuses on opening up new markets for current products.

Question 11

Relative to the four types of growth strategies, ____________ focuses on the creation of new or improved products for current markets by adding new sizes, models with new features, alternative quality versions, or creative new alternatives to satisfy the same basic needs

Accepted Answer

Product development focuses on creating new or improved products for existing markets, which involves adding new features, sizes, or models to satisfy the same basic needs.

Question 12

Relative to the four types of growth strategies, ____________ focuses on creating new products for entering new markets by introducing new product lines or purchasing new businesses.

Accepted Answer

Diversification involves creating new products and entering new markets, often through new product lines or acquiring new businesses.

Question 13

A program evaluation and review technique (PERT) network is often used for planning and scheduling. As part of the PERT network, the project's critical path is

Accepted Answer

The answer of A program evaluation and review technique (PERT)...

Question 14

All of the below are types of internal performance standards for controlling the sales plan except

Accepted Answer

Standard production costs are not an internal performance standard for controlling the sales plan.

Question 15

All of the below are types of internal performance measures for controlling the sales plan except

Accepted Answer

Customer satisfaction is an external measure, reflecting how well the company meets customer expectations, rather than an internal performance measure for controlling the sales plan.

Question 16

All of the below are types of internal performance measures for controlling the sales plan except

Accepted Answer

Societal satisfaction is not an internal performance measure for controlling the sales plan; it is more related to external or broader societal impacts.

Question 17

Probably the most important performance standards are __________ because they are based on the organization's objectives, forecasts, and budgetary support.

Accepted Answer

Managerial expectations are aligned with the organization's objectives, forecasts, and budgetary support, making them crucial performance standards.

Question 18

An approach to planning that calls for a new set of assumptions that sometimes are directly opposite to the original set of assumptions is which one of the following?

Accepted Answer

The answer of An approach to planning that calls for...

Question 19

A strategic planning approach that requires each plan to be challenged at every step (with consideration of a counter plan and new assumptions) is called

Accepted Answer

Dialectic planning involves challenging each plan at every step by considering counter plans and new assumptions, fostering a comprehensive evaluation of strategies.

Question 20

External measures which are critical to an organization's long run survival are

Accepted Answer

Customer and societal satisfaction are external measures that are critical for an organization's long-term survival as they directly impact the organization's reputation, market position, and compliance with societal norms and expectations.

Quiz 6: Sales Force Planning and Organizing

According to the Boston Consulting Group's "Growth/Market Share Matrix" ___________ are low market share and low market growth products.

According to the Boston Consulting Group's "Growth/Market Share Matrix" ___________ are high market share and high market growth products.

According to the Boston Consulting Group's "Growth/Market Share Matrix" ___________ are high market share and low market growth products.

Based on the Boston Consulting Group's "Growth/Market Share Matrix" stars produce large amounts of cash. Thus, the strategy relative to stars possibly would be to:

Based on the Boston Consulting Group's "Growth/Market Share Matrix" question marks are growing rapidly and consume large amounts of cash, thus having the potential to become stars. Thus, the strategy relative to question marks possibly would be to:

Based on the Boston Consulting Group's "Growth/Market Share Matrix" cash cows are leaders in mature markets and produce much more cash than they consume. Thus, the strategy relative to cash cows possibly would be to:

Based on the Boston Consulting Group's "Growth/Market Share Matrix" dogs do not consume much cash but also do not produce any. Thus, the strategy relative to dogs possibly would be to:

Which of the following is a growth strategy least likely to be used by sales managers?

Relative to the four types of growth strategies, ____________ focuses on increasing sales of current products in current markets by more intensive marketing efforts.

Relative to the four types of growth strategies, ____________ focuses on opening up new markets for current products.

Relative to the four types of growth strategies, ____________ focuses on the creation of new or improved products for current markets by adding new sizes, models with new features, alternative quality versions, or creative new alternatives to satisfy the same basic needs

Relative to the four types of growth strategies, ____________ focuses on creating new products for entering new markets by introducing new product lines or purchasing new businesses.

A program evaluation and review technique (PERT) network is often used for planning and scheduling. As part of the PERT network, the project's critical path is

All of the below are types of internal performance standards for controlling the sales plan except

All of the below are types of internal performance measures for controlling the sales plan except

All of the below are types of internal performance measures for controlling the sales plan except

Probably the most important performance standards are __________ because they are based on the organization's objectives, forecasts, and budgetary support.

An approach to planning that calls for a new set of assumptions that sometimes are directly opposite to the original set of assumptions is which one of the following?

A strategic planning approach that requires each plan to be challenged at every step (with consideration of a counter plan and new assumptions) is called

External measures which are critical to an organization's long run survival are