Salespeople should base their daily plans on their what?
a. Annual plans
b. Sales call goals
c. Weekly plans
d. Daily budget
e. Daily sales revenue goals
Question 2In evaluating alternative bases for segmentation, the marketer is attempting to identify good predictors of differences in buyer behavior.
Indicate whether the statement is true or false
Question 3To maximize the effectiveness of daily plans, salespeople should adhere to which two guiding principles?
a. Make them clear and say them out loud
b. Make them clear and set them monthly
c. Put them in writing and say them out loud
d. Put them in writing and keep them current and flexible
e. All the above
Question 4The cost of research is greater at the macrolevel of segmentation than at the microlevel.
Indicate whether the statement is true or false
Question 5According to the five sequential stages of self-leadership, what should salespeople do once they've completed their territory analysis and account classification?
a. Establish and implement selling task and activity plans
b. Establish territory routing plans
c. Tap into technology and automation
d. Both a and b are correct
e. None of the above
Question 6The North American Industrial Classification System (NAICS) is an especially valuable source when segmenting the market on the basis of end use.
Indicate whether the statement is true or false
Question 7Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?
a. Single-factor analysis
b. Portfolio analysis
c. Sales volume analysis
d. Most Likely Sales (MLS) analysis
e. Least Likely Sales (LLS) analysis
Question 8Value-in-use constitutes a microlevel base of segmentation.
Indicate whether the statement is true or false
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