Mangerial process composed of 6 phases

What does EPRG stand for?

Ethnocentric, Polycentric, Regiocentric and Geocentric

Typical Requirements for a Sales Person are:

Mentoring, coaching and people management skills

Which of the following is not a responsablity of a sales manager in a multinational company?

Technical knowledge and strong business sense

What are the 5 stages of the industry Life Cycle?

Embryonic, Growth, Shakeout, Maturity, Decline

Which one of the following is not a sales KPI?

Conversion Rate for Call-to-Action content

What is the meaning of CRM

Customer relationship management

The three types of width in distribution are:

Extensive, Exclusive and Selective

How does a company capture lifetime value from customers in return?

Building relationships with customers

Which phase is the first step in the Managerial Process?

Designing Salesforce strategy and structure

How can be defined a profitable customer?

Customer who exceeds in the revenues the cost of acquisition

SMART objectives stand for:

Specific, Measurable, Achievable, Relevant, Time bound.

What are the factors that can interrupt the purchase decision after having a purchase intention

Unexpected situational factors and other's attitudes

20% of clients bring 80% of money

In comparision with the United States,Spain has:

more power distance and less masculanity

How can you define a product line

By price, function, target or distribution

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Sales #Strategy

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Questions 220

Answers

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

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