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Hygene Factors are
Topics worth discussing, when studying International MK
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Sales #Strategy
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1
Topics worth discussing, when studying International MK
SRC, Global contracts, Hoffstede and Cultural adaptation
SRB, Global awareness and Cultural adaptation
SRB, Global contracts, Cultural knowledge and Hoffstede
SRC, Global awareness, Cultural adaptation and Hoffstede
2
Hygene Factors are
Its a factor that indicates how healthy its your business
Its a healthiness indicator in business
Its a decision variable over a purchase choice
its a must factor for a purchase choice
3
What is a strong competitive position in the "matury stage" of Industry's life cycle?
Market concentration and asset reduction
Building shares
Hold and mantain profit
Increase shares
4
What kind of distribution channel DOLCE & GABBANA is?
Selective distribution
Selective and exclusive distribution
Exclusive distribution
Extensive and selective distribution
5
What are the factors that can interrupt the purchase decision after having a purchase intention
Unexpected situational factors and other's attitudes
Competitors and prices
Distribution channels and advertising
Substitutes and promotions
6
Which of these is NOT an example of a KPI?
They are all examples of KPIs
Monthly sales growth
Sales Target
Average profit margin
7
As a business process, Marketing deals with 4 Controllable Variables wich are ?
Structure of distibution
Economic
all of the above
Political & Legal
8
What does the "L" in POLCa stand for?
Lucrative
Logistic
Leading
Leadership
9
VMS and HMS refer to
Examples of CRM Softwares
The length of a Distribution Channel
Type of Width in the Distributions Channels
Indirect Distribution Channel
10
The decision making process consist on:
Advertising, distribution, purchase and post-purchase.
Advertising, distribution and purchase
Word of mouth, advertising and distribution.
Word of mouth, advertising, distribution and purchase
11
When is the last chance to change the buying decision of the client?
Decision making stage
Purchase stage
Problem or need recognition stage
Searching for alternatives stage
12
Sales can be seen as:
Marketing Communication Tool
A plan to make money
A financial tool
Only a channel
13
Which of the following is a tool of Internal Analysis?
Porter Analysis
Defining specific context
Value Chain Analysis
PESTEL
14
Which are the main steps of the Customer Journey?
Awareness, consideration and purchase.
Engagement, development and interaction.
Awareness, consideration, purchase, rettention and advocacy.
Awareness, engagement, development and purchase.
15
Companies like Cocacola and pepsico use what kind of distribution strategy
Intensive
Extensive
Exclusive
Consumer goods
16
What factor has NOT gone "up" in the Decision Making Process?
Competitiveness
Social Power
Brand Protection
Complexity
17
The sales process is...
Management process
Service process
Strategy process
Quality process
18
In which stage of the consumer's decision-making process do you create the expectation?
Purchase
Decision making-process
Recognizing the problem or need
Alternatives evaluation
19
Regarding the multicultural diferences, what does the multilinear characteristics prioritize
Objectives over emotions
Common goals are as important as emotions
Emotion is as important as objectives
Common goals are more important
20
Which are the relationship levels with the consumer?
Accountable, Active, Basic, Proactive
Accountable, Reactive, Proactive, Partnership
Accountable, Reactive, Basic, Proactive, Partnership
Accountable, Active, Basic, Proactive, Partnership
21
Finish the quote: "People don't quit companies, they quit....."
Managers
Because of the salary
Working environments
Industries
22
A Sales Manager is the person responsible for: (choose the most complete answer)
Managing sales department
Managing a department and the people working for it
Pricing and accounting
Evaluating sales force performance
23
What are the consumer behaviour factors?
Cultural - Social - Personal - Psychologic
Cultural - Psychophysics - Demographics - Social
Cultural - Psychophysics - Psychologic - Personal
Cultural - Social - Demographics - Personal
24
Which of the following technologies are being implented for digital marketing and sales?
All of the above
Cloud computing
Blockchain
Artificial intelligence
25
Sales team description?
Enlarged networking
all of the above
great understanding of the product/service offered
links with other departments in the organization
26
Marketing as a decission process deals with controllable variables that are...
Geography, political, price, promotion
Technologic, structure of distribution, price, product
Promotion, product, price, place
Competition, structure of distribution, social, technology
27
Which of the following is NOT cosnidered a form of direct marekting?
Mobile Marketing
Email Marketing
Influencer marketing
Personal Selling
28
Which any of these options is not a relevant function of a Key Account Manager?
Manage big sales
Deal with too many clients
Create a good relationship with their clients
Deal with important clients
29
Do Marketing Managers create needs?
No, needs already exist.
Yes, for sure
Depending on the products
Depending on the needs
30
Which is an example of consumer goods?
All the options are correct
Unsought
Convenience
Shopping
31
Distribution channels are about..
Making a product or service available
Physical flow ,or, Making a product or service available
Making a service available
Making a product available
32
Which of the following roles are part of Belbin's Team Roles?
The Implementor
The Specialist
The Plant
All of the above
33
Name 3 operational ellements of visual merchandising
TV Commercials, atmosphere, displays.
POP, atmosphere, packaging.
POP, POS, store design
Atmosphere, social media, presentation techniques
34
How would we organize our salespeople?
Territorial, project, customer and complex salesforce
Territorial, price, customer and complex salesforce
Territorial, product, customer and complex salesforce
Terrestrial, product, customer and complex salesforce
35
What is a exemple of distribution channel for a hotel?
Physical travel agencies
The front desk
The Hotel website
All alternatives
36
Which is NOT a good quality to have as a sales manager?
To have good humor
To be ambitious
To be an optimistic person
To focus in on who is to blame
37
key attribute in sales management is
confidence
all of the above are correct
courage
loyalty
38
Which of the following is not a salefoce structure
Product Salesforce
Territorial sales force
Complex Salesforce
Distribution Saelesforce
39
Coca-Cola is considered...
Operational elements that forms Managerial Merchandising
Extensive Distribution
Exclusive Distribution
Selective Distribution
40
What does CRM stand for?
Consumer relationship managers
Consumer relations manners
Customer redirection management
Customer relationship management
41
The elements of Marketing channels are:
Dialogue
Distribution
Communication
All of the above
42
Acording to Interbrand wich one is not on the top 4 of the mos valuble brands
Coca Cola
Google
Amazon
Apple
43
Personal selling:
Is considered a form of direct marketing
Is not considered a form of direct marketing
is not part of the promotional mix
is the only way of selling
44
The most frequent approach to sizing SF is by calculating :
Customers x Total products bought x Frequency of Visit
None of the above
Visit duration x Frequency of Visit x Total products bought
Customers x Frequency of Visit x Visit Duration
45
Which are sales techniques?
Define a clear CTA
All answers are correct
Present new uses of the product
Create sense of scarcity
46
A recent addition to the Marketing communications mix is?
Advertising
Cold calling
Direct marketing
Personal selling
47
Sales teams size must be designed in accordance to the...
ability of the sales people
location of the product
importance of the product
workload
48
Which one of the following tools is part of the Internal Analysis of the company?
Porter Analysis
Value Chain Analysis
Defining specific context
Designing strategies
49
What is the meaning of CRM
Client relationship management
Company rate management
Content rate managment
Customer relationship management
50
Wich of the next areas marketing help the most
Financial
Research and Development
Sales
Communication
51
Which one is not part of the decission making process
WOM
All of them are part of the decission making process
Distribution
Advertising
52
Which of the following activities is the most measurable in terms of its impact?
Direct Marketing
Personal Selling
Public Relations
Sales Promotion
53
My market positioning depends on:
Brand images and preceding reputation.
Local competitors.
Country and regional reputation.
All of the above.
54
A firm's strategic approach combines...
First mover advantage
all of the above
Investment strategy
Competitive position
55
What are the 5 stages of the industry Life Cycle?
Start, Growth, Spread, Maturity, Decline
Embryonic, Growth, Shakeout, Maturity, Decline
Embryonic, Growth, Shakeout, Maturity, Complications
Start, Blossom, Shakeout, Maturity, Decline
56
How can be described a Strong Competitive Position of a Mature product?
Share increasing
Market concentration or harvest (asset reduction)
Hold-and-maintain or profit
Growth
57
Marketing comunication mix inlcude :
Direct Marketing
Personal selling
all the above
Public Relations
58
Which sector relies on repeat purchase the most?
FMCG
Unsought goods
Healthcare
Banking
59
NPS or Net Promoter Score is an indicator of
Brand lovers score based on brand value
Brand Loyalty score based on recomendations
Brand Loyalty score based on brand value
Brand followers score based on social media
60
What is the percentage of people who believe they understand their culture well?
7%
19%
28%
85%
61
Select the 4 stages of the customer journey.
Trigger, Consideration, Evaluation and Purchase
Purchase, Complain, Return, Refund
Selection, Evaluation, Purchase and Feedback
Trigger, Selection, Purchase and Post-Purchase
62
Which of the following is NOT a part of the Sales Managerial process?
Designing marketing strategy
Compensating salespeople
Designing sales force strategy
Recruiting and selecting salespeople
63
Which is not a stage of the Customer Journey?
Consideration
Test
Trigger
Evaluation
64
Which one of these techniques is being implemented to support digital marketing and sales?
Big Data
All options are correct
Artificial Intelligence
Cloud Computing
65
Blogging in the entire customer journey sales process is mainly a tool for
Is part of the consideration process
Brand advocacy
Brand retention
Make the consumer purchase
66
Which of the following elements DO NOT compose the Sales Funnil?
Leads
Qualified visitors
Oportunity
Competition
67
The Net Promoter Score is related to…
How likely are you to recommend the product
How likely are you to switch from competitors
How likely are you to know a specific brand
How likely are you to buy certain product
68
What are some issues related to digital environments?
High price
All answers are correct
Wikipedia syndrome
High multimedia costs
69
What is the optimal last step of the sales process?
Approach
Follow up
Presentation and demonstration
Handling objections
70
Which of these characteristics is not from transaction marketing?
Consumers tend to be more sensitive to price
Monitoring market share
Long term focus
Quality of output is dominating
71
Which one of the following is not a sales KPI?
Customer Lifetime Value
Retention and Churn Rates
Sales by Contact Method
Conversion Rate for Call-to-Action content
72
Which is the last phase of a sales managerial function?
Recruiting and selecting
Compensating
Evaluating
Training
73
According with Herzbergs findings. When compensating salespeople, motivators are...
Salary, security, company policy
Supervision, relationship with peers
Status, growth, working conditions
Growth, responsability, recognition, achievement
74
in comparision with Spain, Peru has:
same individualism and same masculanity
less individualism and less masculanity
more individualism and same masculanity
less individualism and same masculanity
75
Salesforce is...
CNR
CRM
CMR
CRN
76
Which elements can you register for protecting your brand?
Name and logo
All answers are correct
Only name
Only logo
77
The Inbound lead qualification is part of?
Customer Success
Sales & Account Management
Information Technology Management
Project Management
78
Which of the following is a step in the consumer decision-making process?
Want Recognition
Cognitive Dissonance
Evaluation of Alternatives
Marketing
79
What is part of the customer life-cycle?
Advocacy
Consideration
All of the above
Purchase
80
According to Herzberg's findindgs, which of these is an hygenic factor?
Recognition
Achievement
Responsibility
Salary
81
A domestic market is characterized for being:
Polycentric
Regional
Global
Ethnocentric
82
Which are the typical requirements for a Sales Manager:
Technical knowledge
Soft skills
All the options are correct
Leadership
83
Which of the following elements is not a type of visual Merchandising?
Packaging
Indoor and outdoor store design
Storytelling
Window design
84
Which of the following is NOT a part of digital economy ?
Software
Consumer forums
Social Networks
Geographic data
85
How is a product defined?
Physical good
All options are correct
An idea
A person and/or an organization
86
Typical Requirements for a Sales Person are:
Mentoring, coaching and people management skills
Clever and fast
Experience in Sales and big network
Open minded, pro active, closed
87
What are the 5 stages of a sales process?
Build, Ponder, Consolidate, Learn, Share
Build, Analyse, Consolidate, Learn, Share
Build, expand, Consolidate, Learn, Share
Build, Experience, consolidate, Learn, Share
88
Which of the following is NOT a type of sales force stucture?
Pricing sales force
Complex sales force
Territorial sales force
Product sales force
89
Which of these is NOT part of the customer journey?
Evaluation
Trigger
Consideration
They are all part of the customer journey
90
What percentage represents each one of the dimensions conforming the RFM?
Recency (20%), Frequency (30%), Money (50%).
Recency (40%), Frequency (40%), Money (20%).
Recency (10%), Frequency (20%), Money (70%).
Recency (30%), Frequency (50%), Money (20%).
91
Related to the cultural differences, which of the following characteristics belong to Spain?
Non multiactive nationality .
Always second names.
Non existing topics: politics, sex, personal life and money.
linear active nationality.
92
What does "POLCa" mean?
Planning, Organizing, Leading, Controlling
Planning, Organizing, Lineal, Controlling
People, Organization, Leader, Controllers
Planning, Objectives, Leading, Controlling
93
During a sales negotiation, what is important in this process?
To have the right sales person
To identify a target market
To be in the right location
All the above
94
Which is not a variable on the comparison cultural insights?
Power Distance
Uncertainty Avoidance
Longevity
Masculinity
95
Which factors do affect consumer's behaviour?
Cultural, Personal, Psycologic and Social Factors
Environmental, Lifestyle, Social and Psycological factors
Cultural, Political, Technological and Environmental factors
Cultural, Lifestyle, Sociological and Psychological factors
96
What does P in "POLCa" stand for?
Programming
Planning
Persuading
Pricing
97
What aspects influnce culture?
Ideological, Sociological, Technological
Values shared by people who live in the same country.
Experiences, beliefs, and traditions
Ideological, Sociological, and Religion
98
Identify the 3 aspects of a culture
Sociological, Legal and Technological
Food, Language and Habits
Ideological, Environmental and Technological
Ideological, Sociological and Technological
99
A product is:
An Idea
Organization
All of the above
Physical good
100
The first marketing era is:
Quality Era
Prices Era
Responsibility Era
Production Era
101
Which of the following is a Visual merchandising element
pop advertising
indos and outdoor store desing
All of the above
Packaging
102
What are the stages of the Industry Life Cycle?
Young, growth, struggle, solid and decline.
Young, increase, solid and decline.
Embryonic, maturity and decline.
Embryonic, growth, shakeout, maturity and decline.
103
Culture is related to..
Physiological aspects
Environmental aspects
Demographic aspects
Ideological, sociological and technological aspects
104
Which of these should a marketer be completely in love with?
Their salary
Units sold
Contribution (gross) margin
Revenue
105
How LONG TAIL DISTRIBUTION can be defined?
It's a wide distribution through different retailers
It's a long distribution
It's a distribution of different products
It's a wide distribution
106
What are the elements that define culture?
Tools
All the above
Language
Symbolic thought
107
Which of the following tools are part of an external analysis?
Strenghts and Weaknesses
Resources and abilities analysis
PESTEL and Porter analysis
Value chain analysis
108
Sales management is
Mangerial process composed of 6 phases
compensating sales people
Training sales people
supervising
109
Wich one is not one of the communication mix elements
Advertising
Public Relations
Feedback
Sales Promotion
110
What Pareto said?
20% of clients bring 80% of money
We don't have to target a final client
80% of clients bring 20% of mooney
More client i target, more money i make
111
What stands for CMO?
Chief Marketing Officer
Chief Manager of Orders
Chief Marketing Operations
Chief Manager Officer
112
A MacBook is an example of which kind of product
Shopping
Convenience
Specialty
Unsought
113
What marketing comunications mix composed of?
Sales promotion
Direct marketing
all of the above
Public relations
114
Wich one is not one of the 4 P´s
Promotion
Planning
Price
Product
115
Decision making process:
Purchase, Awareness, Consideration, Retention, Advocacy.
Awareness, Consideration, Purchase, Retention, Advocacy.
Advocacy, Awareness, Consideration, Purchase, Retention.
Awareness, Consideration, Retention, Advocacy, Purchase.
116
Complete the following quote: "Teamwork...
Is how a real business work
Is the best solution
makes the dream work
is how sales are done
117
the characteristics of distribution channel
Exclusivity
Direct or indirect
all if the above
B2C or B2B
118
What does TEAM stand for?
Together Everyone Achieves More.
The Exceptional Athlete Matters.
Together Everyone Achieves Magic.
Total Effort Among Mates.
119
Needs, Wants and Demands:
Needs, wants and demands are not the same.
Demands and wants are the same, but not Needs
Needs and demands are the same, but not wants
Needs and wants are the same, but not demands
120
What are the 5 steps in a decision making process? (Customer Journey)
Awareness, Consideration, Purchase, Negligence, Advocacy
Awareness, Consideration, Purchase, Fulfilment, Advocacy
Awareness, Consideration, Purchase, Retention, Advocacy
Awareness, Consideration, Purchase, Thought, Advocacy
121
Sales Process itself. is. :
None of the above
Only focuses on the product itself
is not a service process
Service Process
122
Typical KPI's in sales are
sales target
All of the above are correct
Average purchase value
Product performance
123
What does PIK stand for?
Product In-Kind.
Payment In-Kind.
Product Introduction Key.
Percentage Identification Key.
124
What is a KPI used for in sales?
To measure average profit margin
All answers are correct
To evaluate product performance
To measure retention and churn rates
125
What is involved in the steps of B2B process?
All the above
RFP - Request for Proposal
RFI - Request for Information
Decision & Recurrent Orders
126
Which one describes multiculturality in international sales?
Build cultural intelligence
Learn through your interactions with other cultures
Remove stereotypes
All options are correct
127
What does EPRG stand for?
Environmental policy review group
Ethnocentric, Polycentric, Regiocentric and Geocentric
Experiment planning peer review group
Electronic publishing research group
128
Which market of the following countries can be considered reactive?
Vietnam
Saudi Arabia
Germany
Belgium
129
Which of these stages does not belong to consumer’s decision-making process?
Alternatives evaluation
Search for information
Decision-making process
Negotiate with the seller
130
What factors make your company to be the "employer of choice"?
Sales compensation policies
All of the above
Selection and hiring facilities
Recruiting ability and tools
131
On an "accountable" relationship level you can have: (choose the most complete answer)
All of the above
Many customers (or operations) and a high profit
A high volume (many customers or operations)
A high value (profit per customer or operation)
132
What is one of the main roles of the financial stategic department
Analyze costs per lead
Product quality
Scalibility of the product
Risk management
133
Relationship Marketing is based on:
Monitoring market share
long term focus and real-time customer feedback system
long term focus and ad hoc customer satisfaction
short term focus and real-time customer feedback system
134
What does NPS stand for?
Net price solution
New patern of sales
No price strategy
Net promotor score
135
What are the components of building a validated sales process?
Learn, Share, Consolidate, Undermine
Build, Repeat, Power
Experience, Share, Borrow, Build
Build, Experience, Consolidate, Share, Learn
136
Sales Management is
Designing strategies
Evaluating salesforce performance
A Managerial process composed of 6 phases
Recruiting and selecting sales people
137
A managerial process is composed of
2 phases
5 phases
9 phases
6 phases
138
Which of the following is not an issue with digital environments.
Lack of prototype testing
High Price
Amazon Syndrome
Only using indirect channels
139
The goal in the marketing process is to
Design a marketing strategy
Understand the market place
Capture value from customers
Construct a marketing program
140
which key attribute describes a Sales Manager?
Optimisim
Confidence
all of the above
consistency
141
How does a company capture lifetime value from customers in return?
Increasing the price of the products to increase profits
Creating a valuable brand
Converting leads into sales
Building relationships with customers
142
The decision-making process in B2B is made...
after the decision-maker approaches the sales force team.
before the decision-maker approaches the supplier.
at the end of the process.
after the decision-maker approaches the supplier.
143
How can be defined a profitable customer?
Customer who exceeds sales average over time
When a customer gets a loyalty card
Customer who exceeds in the revenues the cost of acquisition
All options are correct
144
In which part of the Marketing-Mix is Sales included?
Price
Product
Promotion
Distribution
145
What is the strategic role of distribution?
To increase the gap between Producers and consumers
To make a difference between Producers and Consumers
To divide Producers and Consumers
To reduce the gap between Producers and Consumers
146
A personal selling is considered a form of...
Inbound Marketing
Indirect Marketing
Direct Marketing
Content Marketing
147
Marketing expenses are classified as:
Contingency Costs
Fixed Costs
Investment
Variable Costs
148
Which of any of these options is a type of product with high frecuency and low involvement?
High quality products
Convenience Products
Premium products
Loyalty products
149
As it was discussed in class, what does KAM means?
Key Account Marketing
Key Account Manual
Key Account Manager
Key Account Market
150
Which of the following is certainly a good way to increase motivation within the sales force?
Create a ranking (example. ranking of the salesforce)
Have a good working conditions
Give them a comission based on their sales
Have a good company policy
151
Which one is not a motivator?
growth
Achievement
Supervision
Recognition
152
Wich one is not one of the environmental factors
Legal
Economic
Social
Goodwill
153
SMART objectives stand for:
Specific, Measurable, Addressed, Relevant, Temporary.
Substitutes, Meaningful, Achievable, Relevant, Temporary.
Specific, Measurable, Achievable, Relevant, Time bound.
Substitutes, Meaningful, Achievable, Religious, Time bound.
154
David Ogilvy said that the primary function of advertising is
economic
selling
comunicative
persuade
155
What "POLCa" stands for?
Personal Selling - Operating - Leading - Controlling
Personal Selling - Orienting - Leading - Controlling
Personal Selling - Operating - Logistic - Controlling
Planning - Organizing - Leading - Controlling
156
Which of these is a CRM system?
Ladox
Ralox
Bitrix
Sellmax
157
What are the stages of the industry life cycle?
Embryonic, growth,maturity,decline
No option is correct
Embryonic, growth, shakeout, maturity, decline
Embryonic,growth,decline
158
Which of these does not account for a type of salesforce structure
Product
Costumer
Supply
Territorial
159
Define the 3 VMS
Purchase Groups - Conctractual - Administreted
Contractual - Administreted - Corporate
Contractual - Administreted - Chains
Administrated - Purchase Groups - Other
160
What are KPI's in sales?
Sales target
all of the above
Sales per Rep
Customer lifetime value
161
What is inbound lead qualification
to create new sales opportunities
To visit a clients at his work site
to qualify new leads coming into the business
to achive sales goals
162
Which of the sales force structures described in class best describes HP's structure?
Complex
Product
Territorial
Client
163
Which of the following is not a type of salesforce structure?
Customer Salesforce
Culture Salesforce
Complex Salesforce
Product Salesforce
164
Which step is: "Ensuring satisfaction standards are met"on the building sales process?
Purchase
Evaluation
Selling point
Product /service offering
165
Sales Force is a for of wich of the next opions
Telemarketing
Marketing Communication
Marketing Online
Email Marketing
166
HMS stands for:
Horizontal Marketing Systems
Horizontal Management Sorting
Horizontal management systems
Horizontal Management Sales
167
Typical KPIs in sales are:
All of the above answers are correct
Monthly Sales Growth
Average Profit Margin
Sales Target
168
What is the thrid step in the funnel of Key Elements?
Develop Solution
Negotiation
Presentation
Initial Contact
169
Which of the following characteristics is important for a sales team?
Risk taker
Sharp-minded
Resilience
All of the above
170
What is culture?
All of the above
shared beliefs
cutoms and behaviors
values and customs
171
The three types of width in distribution are:
Extensive, Selective and Narrow
Extensive, Exclusive and capilar
Extensive, Exclusive and Selective
Extensive, wide and Exclusive
172
Which of the following characteristics describe a transactional marketing?
Marketing mix
Monitoring market share (indirect approach)
All options are correct
Customers tend to be more sensitive to price
173
Direct Emailing can be placed in which phase of the customer journey?
Purchase
Consideration
Retention
Awareness
174
How can you define a product line
By process line
By product color
By price, function, target or distribution
By Distribution channel
175
One of the characteristics of Distribution Channels is:
Global
Exclusivity
Not measurable
Closed in itself
176
Reviews and Direct email are part of the phase of __________ in the customer journey
Consideration
Purchase
Awarness
Retention
177
Which of these options are key elements of the sales funnel?
Develop strategies, negotiation and evaluation
Presentation, observation and evaluation
Qualification, evaluation and closing
Consumer research, develop solution and negotiation
178
As a physical flow, distribution channels refer to..
CRM strategy
Sales structure
Direct marketing
Logistic and supply chain management
179
What is the most frequent approach to size sales force?
No. of sales x No. of categories x No. of salespeople
No. of customers x frequency of visit x visit duration
No. of categories x No. of customers x visit duration
Frequency of visit x No. of categories x No. of customers
180
Direct distribution is :
same as indirect distribution
Producer to consumer
many distributors
a long distribution channel
181
What's the name of the country comparison system, in terms of cultural insights?
Porter Insights
Losfede Inisghts
Hofstede Insights
Mosfede Insights
182
personal selling is considered a form of ...
Public relations
direct marketing
Advertising
Sales promotion
183
What type of distribution strategy would luxury product brands such as Louis Vuitton use?
extensive
Inclusive
selective
exclusive
184
Which one of the followings is not part of Going Up in the decision making process?
Flexibility
Increasing Channels
Commoditization
Data Volume
185
Personal Selling is considered...
a Mangerial process
a form of Direct Marketing
an algorithm
old fashioned
186
What does POLCa stand for?
all of the above
Leading
Planning
Organizing
187
Name 3 major technologies being implemented for marketing and sales
Blockchain, cyber security, mixed reality
All of the above
Big data, Artificial intelligence, Cloud computing
Augmented reality, virtual reality, chatbot
188
inbound lead qualification is
to create and qualify new sales opportunities
a role dedicated to making existing customers successful
to qualify new leads coming into the business
to qualify new leads coming into the business
189
At what company was marketing born 180 years ago
Pepsico
Coca Cola
Procter and Gamble
Unilever
190
Which of the following is not a key attribute of a sales manager?
Optimism
Competition
Ambition
Consistency
191
For what stands the shortcut EPRG?
Ethnocentric, Polymetric, Regional, Geographical
European Public Region Generation
Ethnocentric, Polycentric, Regio, Geocentric
European Persoanlized Registrated Guests
192
A sales force structure can be defined by:
All the above
Product
Territory
Customer
193
Which is not a psychological factor in the consumer behavior
Motivation
Personal ethics
Beliefs
Social class
194
Elements of relationship marketing do not include:
Short-term focus
Interactivity
Managing the customer base directly
Quality of interactions KPI
195
Which one of the following is not a step of the marketing communication mix
Direct marketing
Sales Promotion
Revenue from advertising
Advertising
196
An example of paid media can be:
Website
Blogs made by others
Reviews
TV
197
which 3 countries have the highest percentage rate of "organizational design"?
Canada,Australia,Germany
China,Belgium,Germany
France,Italy,United States
China, Belgium,Japan
198
Which of the following are aspects of a culture?
Ethnical, Sociological, Technological
Ethnical, Psycological, Technological
Idelogical, Sociological, Technological
Idelogical, Psycological, Technological
199
A Mangerial process composed of
Designing Sales Force Strategy and structure
All of the above answers are correct
Recruiting and selecting Salespeople
Training Salespeople
200
What kind of marketing is the one that relates Customers and Services providers.
External Marketing
Internal Marketing
Interactive Marketing
Selling Marketing
201
Personal selling is :
one-to-one interactive basis
considered a form of Direct Marketing
targeted segments of individual consumers
all of the above
202
Which are typical KPI's in sales?
Average profit margin
Product performance
Customer lifetime value
All the options are correct
203
What does WOM mean?
Way of Manners
Willingness on Move
Acronymous for an international sales developer
Word of mouth
204
What decision making process include?
Software
all of the above
Sociodemographic data
Social networks
205
Consideration is part of which of the following
Stages of customer journey
Selling point
Added Value
Revenue value
206
Which of the following is not a stage of the consumer journey?
Awareness
Evaluation
Consideration
Trigger
207
Gucci bags sold in Gucci stores is an example of?
Extensive distribution
Luxury distribution
Exclusive distribution
Selective distribution
208
the main issue with digital environment is
Wikipedia syndrome
all of the above are correct
high price
Lack of prototype testing
209
While building a validated sales process this step is NOT included?
Consolidate, Calcualte, Learn
Build, Experience, Analyze
Share, Build, Experience, Feedback
Build, Experience, Consolidate, Learn, Share
210
In a school the product offered is a
Object
Service
Organization
Idea
211
KPIs in sales are....
Monthly sales growth
all of the above
Sales target
Average purchase value
212
possibly the most frequent approach to sizing sales force is by calculating
customer's value x cost
duration x frequency of visit
customers equity x cost of product
customers x frequency of visit x duration
213
In comparision with the United States,Spain has:
less power distance and more masculanity
more power distance and more masculanity
more power distance and less masculanity
less power distance and less masculanity
214
Key Elements of marketing channels?
Sales, Region, Global
Sales, Communication, Regionalisation, Growth
Communication, Distribution, Intelligence, Sales
Communication, Dialogue, Distribution, Sales
215
Which of the following elements is not a Maketing Communication Mix?
Direct Distribution
Sales Promotion
Public Relations
Direct Marketing
216
Which phase is the first step in the Managerial Process?
Supervising Salespeople
Recruting and selecting Salesforce
Designing Salesforce strategy and structure
Evaluating Salesforce performance
217
Which of this brands have Selective Distribution?
Pantene Expert
Dove
Scott Bright
Gillete
218
which stage is part of the consumer's decision making process
search for information
decision making process
all of the above are correct
recognizing the problem or need
219
Complete the sentence: People don´t quit companies, they quit...
Advancement
jobs
for money
Managers
220
Which of the following is not a responsablity of a sales manager in a multinational company?
Products and services sold
Market shifts and changes in trends
Technical knowledge and strong business sense
Competition status
