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1: It is most advisable for a sales manager to schedule an audit:A. only after some major problem has emerged.B. when competition becomes fierce.C. at least quarterly.D. at least annually.2: _________ provide basic demographic data on customers location of purchases prices paid reasons for purchases and service expected.A. Warranty cardsB. Consumer diariesC. Salesperson s call reportsD. Sales invoices3: It is important that all sales managers understand the iceberg principle because it states that:A. analogous to the invisible 90 percent of floating icebergs which can sink mighty ships (like the Titanic) favorable total sales figures can hide unprofitable market segments and unproductive sales activities.B. large numbers of the sales force are not very productive compared to what they could be since their sales managers are cold aloof and insensitive to their individual needs i.e. they act much like a floating iceberg.C. like a floating iceberg some salespeople will initially rise above the others due to their self-promotion efforts and flamboyance yet it is the hardworking average salesperson who makes up the vast ocean of successful salespeople.D. many salespeople merely float near the surface somewhat like icebergs without ever attempting any in-depth penetration of their markets to obtain larger sales.4: Relative to the analysis of sales volume costs and profits traditional income statements can be considered as:A. extremely beneficial.B. direct and to the point.C. limited value because they fail to reveal the costs of performing different marketing activities.D. the basic tool of analysis.

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