Qui

z120/
20

Quest
ion1

Cor
rect

Mar
k1.
00outof1.
00

Quest
iont
ext

Thet
ransl
ati
onoft
hought
sint
owor
dsi
scal
l
eddecodi
ng.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.
■
●

Quest
ion2

Mar
k1.
00outof1.
00

Quest
iont
ext

Advert
isi
ngi
susual
lyfocusedorpi
npointedonprospect
ivecust
omer
s.I
tconsi
der
stheneeds,
desi
resandbuy
ingproblemsofthecustomers.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion3

Cor
rect
Mar
k1.
00outof1.
00

Quest
iont
ext

Per
sonalsel
l
ingi
nvol
vesanal
i
ve,
immedi
ate,
andi
nter
act
iver
elat
ionshi
pbet
weent
woormor
e
per
sons.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion4

Theactofsel
l
ingi
sa/
an_
___
___
___pr
ocess.

Sel
ectone:

a.Chal
l
engi
ng

b.Enj
oyabl
e

c.Di
ff
icul
t

d.Ti
ri
ng

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Enj
oyabl
e

Quest
ion5

Quest
iont
ext

Tobeasal
esman,
itbegi
nswi
tht
hor
oughl
yknowi
ngt
hepr
oductorser
vicehehast
oof
fer
.

Sel
ectone:

Tr
ue

Fal
se

Feedback
Thecor
rectansweri
s'Tr
ue'
.

Quest
ion6

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Sal
esPeopl eofthisty
peneednotbeasaggr essi
veorimaginat
ive.Theycont
actret
ail
ersor
wholesaler
satfrequenti
nter
vals,
offerwhat
evergoodstheyhave,thuspr
event
inghis
est
ablishedgroupofoutl
etsfrom an“out
-of
-st
ock”si
tuati
on.

Sel
ectone:

a.ThePi
oneer
-Pr
oduct
sSal
esPeopl
e

b.TheDeal
er-Ser
vici
ngSal
esPeopl
e

c.TheManuf
act
urer
’sSal
esPeopl
e

d.TheMer
chandi
singSal
esPeopl
e

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:TheDeal
er-Ser
vici
ngSal
esPeopl
e

Quest
ion7

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Per
sonal
sel
l
ingi
sper
suasi
vebecausei
tpr
ovi
dessol
uti
ont
oapr
obl
em.
Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion8

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Ot
hersvi
ewsalesmanshi
pastheprocessofpersuadi
ngandconv
inci
ngapr
ospectt
oaccepta
pr
oductoraser
viceasonet
hatoff
erssati
sfact
ionto

human_
___
___
___
___
__.

Sel
ectone:

a.Needsandwant
s

b.Goal
sandobj
ect
ives

c.Aspi
rat
ions

d.Al
loft
heabov
e

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Needsandwant
s

Quest
ion9

Cor
rect

Mar
k1.
00outof1.
00
Fl
aggedRemov
efl
ag

Quest
iont
ext

Per
sonalsel
l
ingdoesn'
ti
nvol
vedi
rectandper
sonal
cont
actbet
weent
hebuy
erandt
hesel
l
eror
hi
srepr
esentat
ive.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion10

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Ef
fi
cientmanagementoft
imei
simpor
tantf
orsal
espeopl
etosucceed.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion11

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag
Quest
iont
ext

Sel
l
ingi
nvol
vesmenandwomenwhof
indsel
l
ingar
ewar
dingcar
eer
.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion12

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Emot
ional
int
ell
i
genceist
heabi
li
tyt
oeffect
ivelyunder
standandr
egul
ateone`
sownemot
ions
andt
oreadandrespondt
otheemoti
onsofot her
s.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion13

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag
Quest
iont
ext

Salesmanshi
pisnotjustt
heactofsat
isfy
ingthedemandf
orapr
oductthatexist
salr
eady.I
tis
theprocessofcr
eat
ingademandbygui dingt
heconsumer
sint
heproperselecti
onofgoods.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion14

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
tist
heactofper
suadi
nganot
hert
orespondf
avor
abl
ytoapr
oduct
,ser
viceori
dea.

Sel
ectone:

a.Mar
ket
ing

b.Pr
omot
ion

c.Sal
esmanshi
p

d.Adv
ert
isi
ng

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Sal
esmanshi
p

Quest
ion15
Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Al
lar
eadv
ant
agesofbei
ngasal
esmanexcept
:

Sel
ectone:

a.Lessempl
oymentr
equi
rement
s

b.Li
mit
edear
ningoppor
tuni
ti
es

c.Lesst
ensi
onsandi
ntr
igues

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Li
mit
edear
ningoppor
tuni
ti
es

Quest
ion16

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Benchmar
kingi
scompar
ingone'
sper
for
mancewi
tht
hebesti
ntheor
gani
zat
ion.

Sel
ectone:

Tr
ue

Fal
se

Feedback
Thecor
rectansweri
s'Tr
ue'
.

Quest
ion17

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Thisref
erst
oani ndi
vidualwhoactsastheint
ermediarybetweenthemanuf
actur
erandt
he
ret
ail
ersofi
ndustri
alusersandcarr
ythousandsofunrelat
edlinesofmer
chandi
seina
warehousewheretheyarequickl
yavai
labl
etodealer
s.

Sel
ectone:

a.TheRet
ail
er’
sSal
esPeopl
e

b.TheWhol
esal
ersSal
esPeopl
e

c.TheSpeci
alt
ySal
esPeopl
e

d.Noneoft
heabov
e

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:TheWhol
esal
ersSal
esPeopl
e

Quest
ion18

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Theyar
esal
espeopl
ewhomaysel
ltowhol
esal
ers,
ret
ail
ers,
orot
hermi
ddl
emen.
Sel
ectone:

a.ThePi
oneer
-Pr
oduct
sSal
esPeopl
e

b.TheDeal
er-Ser
vici
ngSal
esPeopl
e

c.TheManuf
act
urer
’sSal
esPeopl
e

d.TheMer
chandi
singSal
esPeopl
e

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:TheManuf
act
urer
’sSal
esPeopl
e

Quest
ion19

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Per
sonalsel
l
ingisthei
ndi
vi
dual andper
sonalcommuni
cati
onofinfor
mati
on,i
ncont
rastt
ot he
mass,i
mpersonalcommunicat
ionofadver
ti
sing,
sal
espr
omotion,andot
herpr
omoti
onaltools.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion20

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext
Theseareindi
vi
dualswhosef
unct
ioni
stosecur
eout
let
sforanewpr
oductt
owhol
esal
ers,
di
stri
but
ors,anddealer
s.

Sel
ectone:

a.ThePi
oneer
-Pr
oduct
sSal
esPeopl
e

b.TheDeal
er-Ser
vici
ngSal
esPeopl
e

c.TheManuf
act
urer
’sSal
esPeopl
e

d.TheMer
chandi
singSal
esPeopl
e

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:ThePi
oneer
-Pr
oduct
sSal
esPeopl
e

Qui
z220/
20

Quest
ion1

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

ConsumerBuy
ingBehav
iorr
efer
stot
hebuy
ingbehav
ioroft
heul
ti
mat
econsumer
.

Sel
ectone:

Tr
ue
Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion2

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
nhel
pingt
hebuy
erar
ri
veatt
hebestdeci
sion,
thesal
esmanmustl
ooki
nto:

Sel
ectone:

a.Thepr
oductt
osat
isf
ytheneed

b.Thesour
ceoft
hepr
oduct

c.Al
loft
heabov
e

d.Theneedt
obesat
isf
ied

Feedback

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scor
rect
.

Thecor
rectansweri
s:Al
loft
heabov
e

Quest
ion3

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Mot
ivesof
tenoper
ateatasubconsci
ousl
evel
ther
efor
ear
eeasyt
omeasur
e.
Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion4

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Amotiveisani
nter
nal
energi
zi
ngf
orcet
hator
ient
saper
son'
sact
ivi
ti
est
owar
dsat
isf
yinga
needorachi
evi
ngagoal.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion5

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Educat
ioni
soneoft
hequal
i
tiesneededf
orsuccessf
ulsel
l
ing.
Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion6

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Adver
ti
sersthatusecompar at
iveadv
ert
isements(pi
tchi
ngoneproductagai
nstanot
her),
have
tobever
ycar ef
ulthatconsumersdonotdist
ortt
hefactsandper
ceivethatt
headvert
isement
wasforthecompet i
tor
.

Sel
ectone:

Tr
ue

Fal
se

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion7

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Adj
ust
ingt
odi
ff
erentsi
tuat
ionst
hatt
heenv
ironmentcal
l
sfori
sknownas_
___
___
___
___
___
_.
Sel
ectone:

a.I
ndust
ry

b.Showmanshi
p

c.Ambi
ti
on

d.Adapt
abi
l
ity

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Adapt
abi
l
ity

Quest
ion8

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
tmeanshav
ingf
ait
hort
rusti
none’
sact
ionorendeav
ors.

Sel
ectone:

a.Conf
idence

b.I
magi
nat
ion

c.Adapt
abi
l
ity

d.Showmanshi
p

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Conf
idence
Quest
ion9

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Aneffect
ivesal
esmanunderstandst
hathehast
obel
i
kehi
spr
ospect
,sot
hepr
ospectmayf
eel
theyshar
esimil
arvi
brat
ions.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion10

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Thepur
chaseoft
hesamepr
oductal
way
sel
i
citt
hesameBuy
ingBehav
ior
.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.
Quest
ion11

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
tist
hement
alandmor
alf
orcet
hatcausesonet
ofacedanger
,fearordi
ff
icul
ty.

Sel
ectone:

a.Resour
cef
ulness

b.Cour
age

c.Conf
idence

d.Honest
y

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Cour
age

Quest
ion12

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Thef
oll
owi
ngar
ethesal
esman’
sai
m exceptf
or:

Sel
ectone:
a.Tosel
lhi
msel
f

b.Tosel
lgoodwi
l
l

c.Tosel
lthepr
oduct

d.Tosel
lthecompany

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Tosel
lgoodwi
l
l

Quest
ion13

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Ther
ear
easwel
lnon-
sel
l
ingdut
iesandr
esponsi
bil
i
tiest
hatasal
esmanhas,
exceptf
or:

Sel
ectone:

a.Or
gani
zi
ng

b.Di
rectSel
l
ing

c.Col
l
ect
ing

d.Repor
ti
ng

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Di
rectSel
l
ing

Quest
ion14

Cor
rect
Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Rememberi
ngi
nput
sthatsuppor
tbel
i
efs,
for
get
ti
ngt
hoset
hatdon'
ti
scal
l
edsel
ect
ive
di
stor
ti
on.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion15

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Iti
sanat
tri
but
ebasedupont
rustandconf
idencet
oone’
sempl
oyer
,fel
l
owempl
oyees,
andt
he
company
.

Sel
ectone:

a.Cour
age

b.Honest
y

c.Loy
alt
y

d.I
ntegr
it
y

Feedback
Youransweri
scor
rect
.

Thecor
rectansweri
s:Loy
alt
y

Quest
ion16

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
tisdef
inedasthesum ofal
lthesal
esman’sphysical
,emoti
onal,
psychol
ogi
cal
,soci
al,
and
i
ntel
l
ectualt
rai
tsneededtoobtai
nafavor
ableresponsefr
om prospect
sandcustomer
s.

Sel
ectone:

a.Sal
esmanshi
p

b.Sal
esper
sonal
i
ty

c.Pl
easi
ngper
sonal
i
ty

d.Peopl
eper
son

Feedback

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scor
rect
.

Thecor
rectansweri
s:Sal
esper
sonal
i
ty

Quest
ion17

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
nter
preti
ngi
nfor
mat
ioni
sbasedonwhati
sal
readyf
ami
l
iar
,onknowl
edget
hati
sst
oredi
nthe
memor y
.
Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion18

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Buy
ersr
eact
ionst
oaf
ir
msmar
ket
ingst
rat
egyhasnosi
gni
fi
canti
mpactont
hef
ir
mssuccess.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion19

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Buyer
slevel
ofinv
olv
ementdeter
mineswhyhe/shei
smoti
vat
edt
oseeki
nfor
mat
ionabouta
cer
tai
nproduct
sandbrandsbutvi
rt
ual
lyi
gnor
esother
s.
Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion20

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Changing/t
wist
ingcur
rentr
ecei
vedi
nfor
mat
ion,
inconsi
stentwi
thbel
i
efsi
scal
l
edsel
ect
ive
exposure.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Pr
eli
m Exami
nat
ion50/
50

Quest
ion1

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Thesear
eski
l
lsl
i
kepl
anni
ng,
organi
zi
ng,
cont
rol
l
ing,
anddeci
sionmaki
ng.
Answer
:

Manager
ial
Ski
l
ls

Feedback

Thecor
rectansweri
s:Manager
ial
ski
l
ls

Quest
ion2

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Sal
esor
ient
edi
sat
argetr
etur
nobj
ect
ivet
hatset
saspeci
fi
clev
elofpr
ofi
t.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion3

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
tisf
astbecomi
ngt
hebestwayt
olear
nmor
eabouty
ourpr
ospectorcust
omer
.
Answer
:

ar
ti
fi
cial
int
ell
i
gence

Feedback

Thecor
rectansweri
s:ar
ti
fi
cial
int
ell
i
gence

Quest
ion4

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Acompany
’smar
ket
ingt
eam t
ypi
cal
l
yconsi
stsoft
wobasi
cgr
oups:

•
Fiel
dsel
l
ing(
orper
sonal
sel
l
ing)t
eam

•
Headquar
termar
ket
ingpl
an

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion5

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag
Quest
iont
ext

Whi
choft
hef
oll
owi
ngi
snotanel
ementofDi
str
ibut
ionmanagement
?

Sel
ectone:

a.Pr
oductPr
ici
ngandPr
omot
ion

b.Mar
ket
ingChannel
s

c.Pl
anni
ng,
For
ecast
ing,
&budget
ing

d.Sal
esf
orcemanagement

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Mar
ket
ingChannel
s

BAMM-
6302-
2013T(
UGRD)Di
str
ibut
ionManagement

Home

Mycour
ses

UGRD-
BAMM6302-
2013T

Week5-Pr
eli
minar
yExami
nat
ion

Pr
eli
minar
yExami
nat
ion

Quest
ion6

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Pr
oductplanni
nganddevel
opmenti
sasy
stemat
icpr
ocessf
oror
igi
nat
ing,
dev
elopi
ngand
ev
aluat
ingnewproducti
deas.
Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion7

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Expect
ingt
hingst
oimpr
ovebyt
hemsel
vesi
soneoft
hemi
stakesi
nmanagement
.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion8

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Inmostmedium andl
argesi
zedor
gani
zat
ion,
ther
earest
affmanageri
alposi
ti
on,
whi
ch
arr
angesassi
stancet
ohelpt
otheli
nesal
esmanager
sandthesalespeopl
e.
Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion9

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
tiscommonknowl
edget
hatacer
tai
nlev
elofst
oragei
sini
nescapabl
einmar
ket
ingofmost
pr
oducts.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion10

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Logi
sti
csi
sthemanagementoft
hef
lowofgoods,
inf
ormat
ionandot
herr
esour
ces.

Sel
ectone:
Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

BAMM-
6302-
2013T(
UGRD)Di
str
ibut
ionManagement

Home

Mycour
ses

UGRD-
BAMM6302-
2013T

Week5-Pr
eli
minar
yExami
nat
ion

Pr
eli
minar
yExami
nat
ion

Quest
ion11

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Dist
ri
but
ionrefer
st otheacti
vi
ti
esinv
olv
ingthesal
eofgoodsorser
vicest
otheul
ti
mat
e
consumerforpersonaluseandnotbusi
nessuse.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion12

Cor
rect
Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

St
ockr
oom i
sacommer
cial
bui
l
dingf
orst
orageofgoods

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion13

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Whi
choft
hef
oll
owi
ngi
sanobj
ect
iveofSal
esManagement
?

Sel
ectone:

a.Sal
esv
olume/
tar
get
s

b.Cont
ri
but
iont
opr
ofi
t

c.

Cont
inui
nggr
owt
h

d.al
loft
heabov
e

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:al
loft
heabov
e
Quest
ion14

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Market
ingmanagementmeanst heplanni
ng,di
recti
onandcontrol
ofpersonal
sell
ing,
incl
uding
r
ecrui
ti
ng,sel
ecti
ng,equippi
ng,assi
gning,
routi
ng,super
visi
ng,
payingandmotivat
ingasthese
t
asksapplytothepersonalsal
esforce.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion15

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
tisoneofthemostexci
ti
ng,f
inanci
all
yrewardi
ngandchall
engingcar
eer
s.Ther
eismor
e
posi
ti
onavail
abl
einsal
esthananyotherprof
essional
occupat
ions.

Answer
:

Per
sonal
sel
l
ing

Feedback
Thecor
rectansweri
s:Per
sonal
sel
l
ing

Quest
ion16

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Assal
esmanagementisapar
tofmar
ket
ingmanagement
,sal
espl
anni
ngshoul
dbei
ntegr
ated
wi
thmarket
ingpl
anni
ng.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion17

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Buy
ersandsalespeopl
e,whodobusi
nesst
oget
her
,donothav
esomet
ypeofbusi
ness(
or
wor
king)r
elat
ionshi
ps.

Sel
ectone:

Tr
ue

Fal
se

Feedback
Thecor
rectansweri
s'Fal
se'
.

Quest
ion18

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

TheB2Bsal
esAnswer

appr
oach

involv
essev eral
factors,
incl
udi
ngsell
ercompetency
,sal
esprocesseffect
ivel
y,pr
oductf
it
,
avai
lableal
ternati
ves,andthebuyer
’spur
chasi
ngcapabil
i
tyandwill
ingnesstoadopt.

Feedback

Thecor
rectansweri
s:appr
oach

Quest
ion19

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

B2Bmar keti
ngislar
gel
yempl
oyedbycompani
est
hatmakepr
oduct
sthatconsumer
shav
eno
pract
icalusefor
.

Sel
ectone:

Tr
ue

Fal
se

Feedback
Thecor
rectansweri
s'Tr
ue'
.

Quest
ion20

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

B2Bmar ket
ingt
echni
quesrel
yont
hesamebasi
cpr
inci
plesasconsumermar
ket
ing,
butar
e
execut
edinauniqueway.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion21

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Iti
ncl
udethesal
esmanagerabi
li
ti
estomot i
vat
e,l
ead,
andcommuni
cat
eandco-or
dinat
e
eff
ect
ivel
ywit
hthepeopl
earoundhim/her
.

Answer
:

Peopl
eski
l
ls

Feedback
Thecor
rectansweri
s:Peopl
eski
l
ls

Quest
ion22

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Incont
rastt
otheB2Bsal
espr
ocesswhi
chf
ocusesont
hesel
l
er’
sper
spect
ive,
theB2B
sal
esAnswer

f
unnel

cor
respondst
othebuy
er’
sjour
ney
.

Feedback

Thecor
rectansweri
s:f
unnel

Quest
ion23

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Insteadofdemandi
ng,cont
rol
l
ing,
vol
ume-
ori
ent
edsal
esmanager
,themoder
nandsuccessf
ul
salesmanagerisaAnswer

t
eam l
eader

r
athert
hanabosst
othesal
espeopl
e.

Feedback

Thecor
rectansweri
s:t
eam l
eader
Quest
ion24

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

B2Bmar
ket
ingsuccesscomesf
rom br
oadcast
ingapr
oductov
err
adi
oort
elev
isi
on.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion25

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Tr
anspor
tat
ionhel
psi
nbal
anci
ngdemandandsuppl
yandi
nst
abi
l
izi
ngpr
ices.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion26
Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Whi
choft
hef
oll
owi
ngi
snotacont
ri
but
iont
oper
sonal
sel
l
ing?

Sel
ectone:

a.Sal
espeopl
epr
ovi
demar
ketr
esear
chandcust
omerf
eedback

b.Sal
espeopl
epr
ovi
desol
uti
onst
opr
obl
ems

c.Sal
esgener
ater
evenue

d.I
ncr
easei
nmar
ketshar
e

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:I
ncr
easei
nmar
ketshar
e

Quest
ion27

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
nmostcompani
es,
thepat
htoacar
eeri
nsal
esmanagementst
art
sfr
om t
heposi
ti
onofsal
es
manager
.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.
Quest
ion28

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Whereproduct
ionl
ocat
ionsandmar
ket
sar
edi
stanced,
phy
sical
dist
ri
but
ionbecomesal
lthe
morecruci
al.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion29

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Whi
leconsumerschoosepr
oduct
sbasednotonlyonpri
cebutonpopular
it
y,st
atus,
andot
her
emoti
onalt
ri
ggers,
B2Bbuyersmakedeci
sionsonprof
itpot
enti
alal
one.

Sel
ectone:

Tr
ue

Fal
se
Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion30

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Busi
ness-
to-
busi
nessmarketi
ng(orB2Bmarket
ing,
asi
tiscommonl
yknown)i
nvol
vest
hesal
e
ofonecompany’
sproductorser
vicet
oconsumer.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion31

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

______
___
_______
___ _
isacompl exprocesst
hatrequir
esawel ldesi
gnedandexecut
edB2Bsal
es
strat
egyinordertosucceed.Itfol
lowsadisti
nctprocessandusesawi der
angeofsal
es
techni
quesforvariousbuyerpersonasandsell
ingsituat
ions.

Sel
ectone:
a.B2Bsal
es

b.B2Bsel
l
ing

c.B2bmar
ket
ing

d.noneoft
heabov
e

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:B2Bsel
l
ing

Quest
ion32

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Costi
sthemoneyv
alueofapr
oductorser
viceexpr
essedi
nter
msofpesoorcent
avo.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion33

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Theseareagreed-
uponmetr
icsusedinassessi
ngasalesorgani
zat
ion’
sperf
ormancei
n
di
ffer
entareassuchaspr
ofi
tabi
li
ty,
sustai
nabil
i
ty,
eff
ici
ency
.Theyarealsousedt
odiscov
er
t
rendsandt
oev
aluat
ethepr
oduct
ivi
tyandper
for
manceofi
ndi
vi
dual
sel
l
ers.

Answer
:

KeyPer
for
manceI
ndi
cat
ors

Feedback

Thecor
rectansweri
s:KeyPer
for
manceI
ndi
cat
ors

Quest
ion34

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

B2Bmar ket
ingi
nvol
vesbui
l
dingval
uabl
erel
ati
onshi
pstoguar
anteel
ast
ingcustomers--an
i
mportantgoalf
oranycompany,
whetheramegaret
ail
corpor
ati
onorasmallerfami
l
y -
owned
one.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion35

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

B2Bsal
esr
epr
esent
ati
vesar
eresponsi
blef
ort
hef
oll
owi
ngact
ivi
ti
esexceptf
or:
Sel
ectone:

a.dev
elopi
ngapr
oductorser
vice

b.set
ti
ngmeet
ings

c.maki
ngandanswer
ingsal
escal
l
s

d.managi
ngsal
esemai
l
s

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:dev
elopi
ngapr
oductorser
vice

Quest
ion31

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

______
___
_______
___ _
isacompl exprocesst
hatrequir
esawel ldesi
gnedandexecut
edB2Bsal
es
strat
egyinordertosucceed.Itfol
lowsadisti
nctprocessandusesawi der
angeofsal
es
techni
quesforvariousbuyerpersonasandsell
ingsituat
ions.

Sel
ectone:

a.B2Bsal
es

b.B2Bsel
l
ing

c.B2bmar
ket
ing

d.noneoft
heabov
e

Feedback

Youransweri
scor
rect
.
Thecor
rectansweri
s:B2Bsel
l
ing

Quest
ion32

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Costi
sthemoneyv
alueofapr
oductorser
viceexpr
essedi
nter
msofpesoorcent
avo.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion33

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Theseareagreed-
uponmetr
icsusedinassessi
ngasalesorgani
zat
ion’
sperfor
mancein
di
ffer
entareassuchaspr
ofi
tabi
li
ty,
sustai
nabil
i
ty,
eff
ici
ency
.Theyarealsousedtodi
scover
tr
endsandt oeval
uat
ethepr
oductiv
ityandperf
ormanceofi
ndivi
dualsel
ler
s.

Answer
:

KeyPer
for
manceI
ndi
cat
ors

Feedback

Thecor
rectansweri
s:KeyPer
for
manceI
ndi
cat
ors

Quest
ion34
Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

B2Bmar ket
ingi
nvol
vesbui
l
dingval
uabl
erel
ati
onshi
pstoguar
anteel
ast
ingcustomers--an
i
mportantgoalf
oranycompany,
whetheramegaret
ail
corpor
ati
onorasmallerfami
l
y -
owned
one.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion35

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

B2Bsal
esr
epr
esent
ati
vesar
eresponsi
blef
ort
hef
oll
owi
ngact
ivi
ti
esexceptf
or:

Sel
ectone:

a.dev
elopi
ngapr
oductorser
vice

b.set
ti
ngmeet
ings

c.maki
ngandanswer
ingsal
escal
l
s

d.managi
ngsal
esemai
l
s
Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:dev
elopi
ngapr
oductorser
vice

Quest
ion36

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
tref
erst
obr
ingi
ngt
hepr
oductt
othemar
ketandgi
vi
ngi
ttot
hef
inal
consumer
.

Sel
ectone:

a.Di
str
ibut
ion

b.Mar
ket
ing

c.Tr
anspor
ti
ng

d.Sel
l
ing

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Di
str
ibut
ion

Quest
ion37

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Thesear
especi
fi
ctaskorfunct
ionssuchastrai
ning,
sel
l
ing,negot
iat
ingaswellast
heabi
l
ityt
o
usecomput
ersandprobl
em sol
v i
ngabil
i
tiesi
nthespeci
fi
cindustr
ydisci
pli
ne.
Answer
:

t
echni
cal
ski
l
ls

Feedback

Thecor
rectansweri
s:Techni
cal
ski
l
ls

Quest
ion38

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Iref
erstoasalesmodel oracat
egor
yofsel
l
ingwher
einabusi
nesssel
l
sit
spr
oduct
sor
serv
icestoanotherbusi
ness.

Sel
ectone:

a.Di
rectsel
l
ing

b.Per
sonal
sel
l
ing

c.B2Bmar
ket
ing

d.B2Bsal
es

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:B2Bsal
es

Quest
ion39

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext
Wholesal
i
ngincl
udest
hesaleandall
acti
vi
ti
esdirect
lyr
elat
edt
othesal
eofpr
oduct
sor
ser
vicest
othosewhoarebuyi
ngforbusi
nessuse.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion40

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Thesalesf
unneloft
enser
vesasav i
sual
i
zati
onofaprospect’
sproxi
mit
ytoorlikel
i
hoodof
makingapurchasebyi
dent
if
yingt
hecognit
iveoremot
ionalphasest
heprospectunder
goesi
n
thebuyi
ngprocess.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion41

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext
ManyB2Bmarketer
sareabletofocusonv er
ynicheindustr
ieswhichr
efl
ectspecial
izedneeds.
Whil
ethi
scanmakemar ket
ingabitmorest r
aight
for
war d,
italsor
equi
resahighlevelof
knowl
edgeout
sideofmarketi
ngspecial
i
sts.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion42

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Theexactnumberandnamesofstagesinyoursal
espr
ocesswil
ldependonthefol
l
owingy
our
i
ndust
ry,company,andsal
esor
ganizat
ion,
buttheB2Bsal
esprocessi
stypi
call
yafi
ve-t
oei
ght
-
st
agesalescycl
e.

Sel
ectone:

a.i
ndust
ry

b.company

c.sal
esor
gani
zat
ion

d.al
loft
heabov
e

Feedback

Youransweri
scor
rect
.
Thecor
rectansweri
s:al
loft
heabov
e

Quest
ion43

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

CommonB2Bsal
esKPI
sincl
ude:

Sel
ectone:

a.

Quot
aat
tai
nmentr
ate

b.Av
eragedeal
size

c.Sal
esv
eloci
ty

d.al
loft
heabov
e

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:al
loft
heabov
e

Quest
ion44

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Busi
nessesar
eusual
l
ymor
econcer
nedwi
thconsumer
sthancost
,val
ue,
andr
evenuepot
ent
ial
.

Sel
ectone:
Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion45

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Sal
esstaffar
eguidedbythestr
ategi
cplanni
ngatcompanylevel
andatthemarket
ingl
evel,
whentheyprepar
easalesplanconsi
sti
ngofsal
esobject
ives,
salesst
rat
egi
esandtact
ics.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se

Quest
ion46

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Whensel
li
ngtoconsumer
s,ther
eisanemotional
componenti
nvol
ved.I
ndi
vi
dual
sar
edr
awnt
o
pr
oduct
sbecauseofhowtheymakethem f
eel.
Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion47

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Whi
choft
hef
oll
owi
ngi
snotanel
ementofDi
str
ibut
ionmanagement
?

Sel
ectone:

a.Pr
oductPr
ici
ngandPr
omot
ion

b.Pl
anni
ng,
For
ecast
ing,
&budget
ing

c.Mar
ket
ingChannel
s

d.Sal
esf
orcemanagement

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Mar
ket
ingChannel
s

Quest
ion48

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext
______
___
_______
___ _
isacompl exprocesst
hatrequir
esawel ldesi
gnedandexecut
edB2Bsal
es
strat
egyinordertosucceed.Itfol
lowsadisti
nctprocessandusesawi der
angeofsal
es
techni
quesforvariousbuyerpersonasandsell
ingsituat
ions.

Sel
ectone:

a.noneoft
heabov
e

b.B2Bsel
l
ing

c.B2bmar
ket
ing

d.B2Bsal
es

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:B2Bsel
l
ing

Quest
ion49

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Whi
choft
hef
oll
owi
ngi
sasal
eschannel
?

Sel
ectone:

a.f
iel
dsel
l
ing

b.t
elemar
ket
ing

c.i
nsi
desel
l
ing

d.al
loft
heabov
e

Feedback
Youransweri
scor
rect
.

Thecor
rectansweri
s:al
loft
heabov
e

Quest
ion50

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Sel
l
ingi
ncl
udesav
ari
etyofsal
esj
obs,
whi
char
edi
ff
erentf
rom onet
oanot
her
.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

MQ120/
20

St
art
edon Sat
urday
,8August2020,
2:15PM
St
ate Fi
nished

Compl
etedonSat
urday
,8August2020,
2:29PM

Ti
met
aken 14mi
ns28secs

Gr
ade 20.
00outof20.
00(
100%)

Quest
ion1

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Br
oker
smaybuyorsel
lont
hei
rownaccountandatt
hei
rownr
iskofl
oss.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion2

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Channeldesi
gnispr
esentedasadeci
sionf
acedbythemarket
er.Asagener
alr
ule,
thegr
eat
er
thei
ntensi
tyofdi
str
ibut
ion,
thel
essemphasisonsel
ect
ion.

Sel
ectone:
Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion3

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
tispr
efer
abl
eift
heamountofpr
oductser
viceexpect
edbyf
inal
buy
ersi
sconsi
der
abl
e.

Sel
ectone:

Local
Dist
ri
but
ion

Sel
ect
iveorLi
mit
edDi
str
ibut
ion

Ext
ensi
veDi
str
ibut
ion

Excl
usi
veDi
str
ibut
ion

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Excl
usi
veDi
str
ibut
ion

Quest
ion4

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Atthehear
tofwhatthemanufact
urerhastooff
eri
sagood_
___
___
___
___
___
___
_wi
thst
rong
sal
esandprofi
tpot
enti
al(
totheint
ermediar
y).
Sel
ectone:

pr
oductl
i
ne

br
and

pr
ice

i
mage

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:pr
oductl
i
ne

Quest
ion5

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

_
___
____
____
____
___
_gener
all
ytryt
oavoidint
ermedi
ari
eswhocarrydir
ectl
ycompet
iti
veproduct
l
i
nes.Manyti
mesbothwholesal
eandretai
li
nter
mediar
iescar
rydi
rectl
ycompet
it
iveproduct
s.

Sel
ectone:

Di
str
ibut
ors

Ret
ail
ers

Whol
esal
ers

Manuf
act
urer
s

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Manuf
act
urer
s
Quest
ion6

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Marketi
ngchannelcanbedefi
ned“ asthesetofi
nter
dependentmarket
inginst
it
uti
ons
par
tici
pati
ngi
nt hemarket
ingacti
viti
esinv
olvedi
nthemov ementorthefl
owofgoodsor
ser
vicesfr
om thepri
maryproducertotheult
imat
econsumer .
”

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion7

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Manyfir
msl ear
naboutpot
ent
ial
channel
member
sthr
oughdi
recti
nqui
ri
esf
rom i
nter
medi
ari
es
handl
i
ngt hei
rproduct
s.

Sel
ectone:

Tr
ue

Fal
se
Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion8

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Mar keti
ngint
ermedi ari
esormi ddlemeni nthedist
ribut
ionnet
wor kareindispensablebecause
theyperform special
isedmar keti
ngf unct
ionssuchasbuy i
ng,sell
ing,t
ranspor t
ing,
warehousi
ng,
grading,sor
ti
ng, f
inancing,
risk-t
aking,anddisseminati
onofmar keti
ngintell
igence.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion9

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Commi ssi
onagenti
sanagentwhodoesnothavedi
rectphysi
calpossessi
onofgoodsinwhi
ch
hedeal
sbuther epr
esent
sei
thert
hebuyerort
hesel
lerinnegot
iat
ingpurchasesorsal
esf
orhi
s
pr
inci
pals.

Sel
ectone:
Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion10

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Thefi
rstpr
oblem ofchannel
desi
gni
swhet
hery
ouwantdi
rectsal
etoconsumerori
ndi
rectsal
e
i
.e.
,sal
ethroughmiddlemen.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion11

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Havi
ngdevel
opedalistofprospect
ivechannel
member
s,t
henextst
epi
stosel
ectt
hese
pr
ospect
sinli
ghtofselect
ioncri
ter
ia.

Sel
ectone:
Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion12

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Ingeneral,
iti
susuall
yasafeassumptionthat_
_ __
___
____
___i
nter
mediari
esar emor
e
successful
,moreprofi
tabl
e,bet
terest
abli
shed,andhandl
ebet
terproductl
ines.

Sel
ectone:

smal
l

mi
cro

l
arge

medi
um

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:l
arge

Quest
ion13

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext
I
tisi
mportantt
oremembert hatt
hesel
ect
ionpr
ocessi
satwo-
waystr
eet.I
tisnotonlyt
he
pr
oducerandmanufact
urerwhodoesthesel
ect
ing–butal
sot
he__
_____
_ _
____
_____
aswell
.

Sel
ectone:

cust
omer
s

br
oker
s

i
nter
medi
ari
es

agent
s

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:i
nter
medi
ari
es

Quest
ion14

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Middl
emenser
veasexper
tpur
chasi
ngagent
sfort
hei
rcust
omer
s,andexper
tsal
esspeci
ali
sts
f
orthei
rmanuf
act
urer
s.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.
Quest
ion15

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Channel
sel
ect
iondeci
sionsar
enotnecessar
yev
enwhenchannel
str
uct
urechangeshav
enot
beenmade.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion16

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
tisessent
ial
whent
hepr
icei
slow,
buy
ingi
sfr
equentandbr
andswi
tchi
ngi
sacommon
phenomenon.

Sel
ectone:

Excl
usi
veDi
str
ibut
ion

l
ocal
dist
ri
but
ion

Sel
ect
iveorLi
mit
edDi
str
ibut
ion

Ext
ensi
veDi
str
ibut
ion
Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Ext
ensi
veDi
str
ibut
ion

Quest
ion17

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Di
str
ibut
ionchannelshav
eadi
sti
nct
iver
olei
nthesuccessf
uli
mpl
ement
ati
onofmar
ket
ing
pl
ansandstrat
egies.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion18

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Whi
chi
snotpar
tofChannel
choi
ce?

Sel
ectone:

a.mar
ket

b.cust
omer
s
c.mi
ddl
emen

d.pr
oduct

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:cust
omer
s

Quest
ion19

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Fi
eldSal
esOrgani
zat
ionsourcessuchastr
adeassociat
ions,
tradepubl
icat
ions,
direct
ori
es,
tr
adeshows,
andthe“grapev
ine”areal
lval
uabl
esourcesofinformat
ionaboutprospecti
ve
members.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion20

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Prospect
ivei
ntermediar
iesalsolooktomanuf act
urer
sforpromoti
onalsuppor
t.Suchf actor
sas
advert
isi
ngal
lowances,cooperativ
eadv er
ti
singcampaigns,
point
-of
-pur
chasemat eri
al,and
showroom di
splaysindi
catestrongchannelmembersupportandserveasgoodi nducement st
o
prospect
ivei
ntermediar
iestojointhechannel.
Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

MQ220/
20

Quest
ion1

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
nAnswer

per
cept
ion

confli
ct,
thechannelmembersunder
standi
ngoft
hemar
ketpl
acei
sdi
ff
erenceandhencet
he
act
ionstheyproposedonotmatch.

Feedback

Thecor
rectansweri
s:per
cept
ion

Quest
ion2

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

__
_ _
___
___
__i
sabenef
itgi
vent
oachannel
memberf
orhi
mtoconf
orm hi
sbehav
iori
nli
newi
th
syst
em.
Sel
ectone:

Rewar
d

Recogni
ti
on

Sal
ary

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Rewar
d

Quest
ion3

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

A____
_____
____
___syst
em issett
obewell-
coor
dinat
edifeachchannelmemberunder
stands
hi
srol
ecorrect
lyandperf
ormsittohel
ptheent
ir
esystem t
oachieveit
scost
umerservi
ces
obj
ect
ives.

Sel
ectone:

channel

di
str
ibut
ion

l
ogi
sti
cs

mar
ket
ing

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:channel

Quest
ion4

Cor
rect
Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Companiescannotlegal
lydefi
net
heterr
it
oriesoftheirdi
str
ibut
ors.Onedealermayev enof
fer
bet
tert
ermstot hecostumersint
heotherterr
it
orythanhisowncr eat
ingafurtherconf
li
ct
amongthecostumer salso.

Sel
ectone:

Tr
ue

Fal
se

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Thecor
rectansweri
s'Tr
ue'
.

Quest
ion5

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
toccur
sbet
weenchannel
sasamel
evel
li
kedi
str
ibut
orswhost
rayi
ntoeachot
her
sdesi
gnat
ed
t
err
it
ory

Sel
ectone:

v
ert
ical
conf
li
ct

hy
bri
d

hor
izont
alconf
li
ct

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Youransweri
scor
rect
.

Thecor
rectansweri
s:hor
izont
alconf
li
ct
Quest
ion6

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Thechannelsyst
em consi
stofanumberofplay
erswhoareal
lequal
lymot
ivat
edt
oimpl
ement
thei
dealchanneldesi
gnasthei
rexpect
ati
onsfr
om t
hechanneldi
ff
er.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion7

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

_
___
___
___
___
_isdef
inedas‘
theabi
l
ityt
oinf
luenceact
ionsofchannel
member
s.

Sel
ectone:

Ski
l
ls

Leader
shi
p

Power

Feedback

Youransweri
scor
rect
.
Thecor
rectansweri
s:Power

Quest
ion8

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Channel
confli
cti
ssituat
ionofdi
scor
dordi
sagr
eementbet
weenchannel
member
sfr
om t
he
samemar ket
ingchannelsyst
em.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion9

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Thi
spowerst
emsf
rom sheerassoci
ati
on.

Sel
ectone:

Exper
ti
se

Legi
ti
macy

Ref
erence

Feedback
Youransweri
scor
rect
.

Thecor
rectansweri
s:Ref
erence

Quest
ion10

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

_
___
___
___
___i
sapar
tofanychannel
net
wor
k.

Sel
ectone:

Responsi
bil
i
ty

Choi
ce

Power

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Power

Quest
ion11

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Ext
ensi
onof____
____
____
___
_toconsumer
sisanot
herpr
obl
em ar
ea.Thedist
ri
butort
hinkst
hat
heismoreknowl
edgeabl
eofhi
scostumer
sandknowswhom t
oextendcredi
tto.

Sel
ectone:

power
aut
hor
it
y

cr
edi
ts

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:cr
edi
ts

Quest
ion12

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Thechannelf
lowsarestr
eaml
i
nedt
odel
i
vert
hecost
umerser
viceobj
ect
iveasdesi
redbyt
he
endof____
_____
___
____
___.

Sel
ectone:

di
str
ibut
ors

cust
omer
s

user
s

buy
ers

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:cust
omer
s

Quest
ion13

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext
Thi
spoweremanat
esf
rom cont
ract
soragr
eement
susual
l
yinwr
it
ing.

Sel
ectone:

Knowl
edge

Legi
ti
macy

Exper
ti
se

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:Legi
ti
macy

Quest
ion14

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Mostfr
equentconf
li
ctsarisebet
weent hecompanyfi
eldfor
ceandt
hechannel
par
tner
sast
he
f
iel
dforcet
endstogiveinconsi
stenti
nstruct
iont
odeal
ers.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion15

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag
Quest
iont
ext

InMani
festst
age,herewearereachi
ngt
hest
ageofwor
ry,
concer
nandal
arm.Her
ethepar
ti
es
aret
ryi
ngtooutsmarteachot
her.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion16

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

Compet
it
ioni
sdi
rectbehav
iorandi
sopposi
ngi
nnat
ure.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion17

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext
I
nthi
sstageofconf
li
ct,someamountofdi
scordexi
stsbutdoesnotseem t
obeaf f
ecti
ngt
he
wor
kingoft
hechannelpart
ner
saff
ecti
ngtheachi
evementofthecostumerser
vicesobj
ect
ives.

Sel
ectone:

l
atent

per
cei
ved

f
elt

Feedback

Youransweri
scor
rect
.

Thecor
rectansweri
s:l
atent

Quest
ion18

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
nthecaseofexcl
usi
vedeal
ersordi
str
ibut
orsofcompani
est
hei
rfor
tunesar
edependenton
t
hecompanyproduct
sdoingwell
.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Tr
ue'
.

Quest
ion19

Cor
rect

Mar
k1.
00outof1.
00
Fl
aggedRemov
efl
ag

Quest
iont
ext

Fel
tist
hestagewher
ethedi
scor
dbecomesnot
iceabl
eandt
hechannel
par
tner
sbecomeawar
e
oft
heopposit
ion.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.

Quest
ion20

Cor
rect

Mar
k1.
00outof1.
00

Fl
aggedRemov
efl
ag

Quest
iont
ext

I
ndomainconf
li
ct,
theunder
standi
ngoft
hei
robj
ect
ivesofv
ari
ouschannel
member
sis
di
ff
erent
.

Sel
ectone:

Tr
ue

Fal
se

Feedback

Thecor
rectansweri
s'Fal
se'
.