Proper deployment requires a multi-staged approach to find the most effective and efficient means of ...

Proper deployment requires a multi-staged approach to find the most effective and efficient means of assigning sales resources across all of the planning and control units (PCUs) served by the firm. Potential planning and control units include:
 a. territories.
 b. districts.
 c. products.
 d. all of the above.
 e. (a) and (b) only.

Question 2

The survey type that makes sense for any business that caters to a unique clientele or that wants to measure service
  quality or satisfaction while the experience is fresh in the consumer's mind is a(n)
 a. mall intercept.
  b. telephone survey.
  c. inbound survey.
  d. email survey.
  e. personal interview.

Question 3

Price-related tactics are more likely to be employed when there are
 a. big differences in quality between brands and a weak price-quality relationship.
  b. strongly established brand images.
  c. few perceived differences among brands.
  d. a few brands with strong brand loyalty established among consumers.
  e. many habitual buyers in the market.

Question 4

Using the ________ measurement approach to salesperson performance, sales managers employ objective measures to evaluate performance and emphasize a compensation system with a large incentive component.
 a. esteem-based
 b. behavior-based
 c. satisfaction-based
 d. outcome-based
 e. none of the above

Question 5

Current estimates suggest that about _____ million telephone numbers have registered with the National Do-NotCall (DNC) Registry.
 a. 197
  b. 94
  c. 312
  d. 209
  e. 138

Question 6

To identify the truly brand-loyal customer, ____ must be measured.
 a. repeat purchase behavior
  b. repeat purchase behavior and preference
  c. preference
  d. brand association retrieval
  e. brand association retrieval and preference

Question 7

Concerning the job satisfaction of salespersons, research suggests that:
 a. frequent contact between sales managers and salespersons is instrumental to the job satisfaction of salespersons.
 b. unity of command appears to be a necessary prerequisite for high morale in the industrial sales force.
 c. salespersons tend to have a higher level of job satisfaction when they perceive that their first-line supervisor directs and monitors their activities.
 d. all of the above.
 e. (a) and (b) only.

Question 8

Studies that rely on phone books
 a. Under represent households that move from one geographic area to another.
  b. Often end up with an inadequate sampling frame.
  c. Might encounter a non-coverage area.
  d. Do not include wireless numbers.
  e. All of the above are true.

Question 9

Li purchases only Dove, Ivory, and Irish Spring soaps. She is what is best known as
 a. multibrand loyal.
  b. a habitual buyer.
  c. operant conditioned.
  d. a repeated-brand purchaser.
  e. a multicommitted buyer.