What are the advantages of effective market planning?
What will be an ideal response?
(1 ) Discipline - Forces a disciplined approach to a market; can avoid the omission of a key aspect of the market and
ensure a consistent approach across the organization when multiple groups participate in the planning process.
(2 ) New Opportunities - Identifies potential new opportunities
(3 ) New Competitors - Identifies potential new competitors
(4 ) Clear Objectives - Establishes specific objectives and targets, laying the foundation to successful execution of the
plan
(5 ) Clear Programs - Lays out specific programs that contribute to the execution of the plan
(6 ) Clear Responsibilities - Identifies specific responsibilities throughout the organization, ensuring that everyone
knows what their role is and reducing potential conflicts
(7 ) Clear Metrics - Quantifies success/ failure metrics
(8 ) Customer Focus - Provides new information on customers, ways to segment them, and different approaches to
serve their needs
(9 ) Cross-Functional - Identifies involvement by other departments
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Which of the following statements is true regarding the market/market structure of sales organizations?
A) The organization is aligned by product categories. B) The sales force sells all products marketed by a division to a single market. C) The sales force sells the entire product line to customers in the segment. D) The sales force sells a product or product line to all markets.
The term customer now refers to any
A. user of the end product-the next person in the service chain. B. recipient of work-the next person or unit in the production process. C. consumer or user of the end product-whoever they may be. D. consumer with whom a relationship is maintained. E. recipient of goods or services-the buyer or user.
Explain the concept of a "stipulation" as it relates to the manner of communicating acceptance, including the effect a stipulation has on the formation of a contract.
What will be an ideal response?
The sale and shipment of a product marks the end of performance measurement
Indicate whether the statement is true or false