(for Expert_Researcher)

Question 1

In which of the following jobs will management most likely plan the routing for the sales force?

		Xerox selling office copier systems
		salespeople who are opening a new geographical market
		sales force sells oil-well drilling equipment in the field
		driver-sales representatives for a beer distributor

Question 2

To say that "the market potential for snow skis in Colorado and Utah is 200,000 pairs" is not a correct way of stating market potential because:

		the dollar sales figure is not stated.
		the time period for these sales is not stated.
		the geographic market is limited to only two states.
		nothing was said about maximum possible sales.

Question 3

A sales department budget is least likely to be used as a tool in:

		coordinating sales activities.
		controlling departmental expenditures.
		forecasting sales.
		evaluating sales executive performance.

Question 4

Which of the following data types is most commonly used as a GIS input?

		sales representatives' income
		features of the selling firm's products
		aerial photographs
		location of competitors

Question 5

Which of the following statements is true with regard to budgets?

		Garment makers tend to use shorter budget periods than auto manufacturers.
		It is impossible to use a weekly budget.
		A good budget tends to be relatively inflexible.
		Time lags are factored out of the budgets.

Question 6

To use regression analysis effectively as a method for sales forecasting:

		management is limited to the use of two market factors.
		an executive does not have to have any knowledge of statistics.
		a lengthy sales history must be available.
		management should forecast only in test markets.

Question 7

Which of the following would be the best market factor for estimating the demand for sales management textbooks?

		number of business school undergraduate students
		number of marketing majors
		buying power of college students
		number of students enrolled in sales management courses

Question 8

Regarding the North American Industry Classification System:

		It is used to forecast the sales of consumer products.
		It classifies test markets according to their representativeness of certain types of consumers.
		It can be used as a basis for developing a composite forecast.
		It can be used as a basis for developing a market index.

Question 9

Which of the following forecasting methods is the most widely used?

		survey methods
		mathematical models
		test markets
		operational methods

Question 10

Experts have estimated that about_____ of sales territories are either too big or too small.

		15%
		25%
		55%
		75%

Question 11

What control unit would you recommend in establishing sales territories for each of the following companies? Explained why you picked the control unit you did for each. a) manufacturer of laptops; b) food broker; c) appliance wholesaler; d) manufacturer of outboard motors; e) lumber wholesaler

Question 12

Read the Aerospace Systems, Inc. (A) Case 12-3 on page 383 of the textbook. What advice would you give Michiko Takanaga on how she should reduce her departmental budgets? Justify your recommendations.

Question 13

Since it is impossible to equate territories perfectly, should the manager use them to provide promotions for good people? For example, should the best reps be given the choice areas? Should inexperienced salespeople be given the poorest performing areas? What do you think are the implications for the company? How would the sales reps react?