Biology Forums - Study Force

The cloverleaf territory routing plan is the best method for creating an effective territory routing plan.
 
 Indicate whether the statement is true or false

Question 2

A segmentation study found that purchasers of IBM equipment are more concerned about software support and breadth of product line and they are less concerned about absolute price and price flexibility (i.e., willingness of suppliers to negotiate price). This provides an illustration of segmentation on the basis of:
 A) the importance of purchase.
  B) key criteria.
  C) the structure of the decision-making unit.
  D) attitude toward vendors.
  E) decision style.

Question 3

The straight-line plan is best used when accounts are concentrated in different parts of the territory.
 
 Indicate whether the statement is true or false

Question 4

For the medical x-ray market, Du Pont initiated a formal positioning study among hospital administrators, radiology department administrators, and technical managers in order to identify the firm's relative standing and the specific needs (criteria) for each level of buying influence within each potential segment. This provides an illustration of segmentation on the basis of:
 A) the importance of purchase.
  B) attitude toward vendors.
  C) value-in-use.
  D) key criteria.
  E) decision-specific conflict.

Question 5

Before salespeople can establish effective territory routing plans, they must know the required call frequency for each account.
 
 Indicate whether the statement is true or false

Question 6

Lansing Motor Works produces a line of precision motors. Based on feedback from the sales force, management has learned that one of their new motors is especially well-suited to high-speed packaging systems. The new motor requires less maintenance and has a longer useful life than competing offerings. Lansing Motor Works is now concentrating on this segment. This provides an illustration of segmentation on the basis of:
 A) usage rate.
  B) purchasing strategy.
  C) size of firm.
  D) value-in-use.
  E) organizational innovativeness.

Question 7

Effective sales plans should be rigid once established.
 
 Indicate whether the statement is true or false

Question 8

Chandler Machine Tool has been successful in segmenting their market using the following bases: (1 ) NAICS category and (2 ) key purchasing criteria emphasized by particular groups of buyers within each NAICS industry. They are using:
 A) macro bases of segmentation.
  B) micro bases of segmentation.
  C) a blend of macro and micro bases of segmentation.
  D) psychographic and economic bases of segmentation.
  E) none of the answer choices.

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This helps so much, thank you for responding so quickly...

No worries, I was online and bored :lol: