Question

QUESTION 9

_____ is the first stage in the sales relationship-building process.

		Presentation
		Planning a sales call
		Obtaining commitment
		Prospecting

QUESTION 10

Which of the following is a secondary data source for sales lead generation?

		Seminars
		Catalogs
		Directories
		Spotters

QUESTION 11

In order to forecast the sales for a marketing management textbook in his geographic vicinity, Lauren, a bookstore owner, decides to use the time-series analysis of sales forecasting. In this case, which of the following is Lauren most likely to do?

		Combine and average the views of top management representing marketing, production, finance, purchasing, and administration.
		Request his sales personnel to submit estimates of the future sales in their territories.
		Measure the relationship between the dependent variable and one or more independent variables.
		Analyze past sales data and the impact of factors that influence sales like seasonal variations.

QUESTION 12

The goal of _____ is to build lasting relationships with customers.

		scoping
		screening
		cold calling
		aftermarketing

Answer 1

Answer 9: Option D is correct. There are 7 stages in sales relationship building process.

Prospecting is the first stage in the sales relationship building process. In this stage sales person evaluate whether the customer have need of product/service and can they afford it.

while other 3 option are Presentation is fourth stage in sales relationship building process and it give demonstration of product/service.

Planning a sales call is second stage in sales relationship building process, in which sales person try to contact potential customer.

Obtaining commitment is sixth stage and it is a closing stage.

Answer 10: Option C is correct. Directories

Directories is a secondary data source for sales lead generation. Secondary data source begin with referral text, guides and Directories is a kind of book or guide in which individuals or organisations are listed with details such as name, number and address.

Answer 11: Option D is correct. Analyze past sales data and the impact of factors that influence sales like seasonal variations.

As Lauren decide to use time series analysis to forecast sales of marketing management textbook and Time Series analysis is a forecasting method that used to predict future value based on a previously observed value.

and rest other option are related to regression analysis and moving average method for forecasting.

Answer 12: Option D is correct. The goal of Aftermarketing is to build lasting relationship with customers.

Aftermarketing helps in enhancing customer experience with product/service and it will increase customer loyalty and preference towards product.

and rest other options goal is to find or contact potential customer and evaluate customer need and to attract customer towards product.