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Question
Consider a small manufacturing firm that does not have the resources or ability to hire their own sales force. As this firm considers hiring distributors and manufacturers' representatives, what factors should they use to determine whether to hire distributors, reps, or both?Answer
n/a
Related questions
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By reducing waste, compressing time, reducing unit costs, and by demonstrating a flexible response, Dell Computer achieves the four major goals of supply chain management. Briefly describe the meaning and significance of each of these goals to a firm like Dell.
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a. a value network.
b. relationship dynamics
c. a strategic asset.
d. a market scope.
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The process that translates marketing plans into action assignments and ensures that such assignments are executed in a manner to accomplish a plan's defined objectives is called:
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b. marketing implementation.
c. strategic marketing.
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e. competitive advantage.
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The structure of the buying center in a traditional selling focus is indicated by the____________________and a few other individuals are involved in the buying decision.
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Relationship____________________represents the customer's desire to engage in strong relationships with a current or potential supplier.
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A benchmarking study sought to uncover the critical success factors that drive a firm's new product performance. The results indicate that successful firms:
a. center development efforts on clearly-defined market and technology domains.
b. seldom "kill" a project once the new product development process has been initiated.
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d. all of the above.
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Products that share a common platform but have different specific features and enhancements that are required for different sets of consumers constitute:
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b. a product market.
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Qualitative sales forecasting techniques provide a systematic analysis of cause and effect relationships.
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_____ is the integration of business processes from end user through original suppliers that provides products, services, and information that add value for customers.
a. Customer relationship management
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As a customer adopts JIT purchasing, the typical order size shrinks and more frequent deliveries are required.
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Not all products nor all customers require the same level of logistical service.
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The ____________________ method combines and averages top executives' estimates of future sales and is popular because it is easy to apply and understand.
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Business market customers can be broadly classified into these three categories:
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If the business marketer can offer a buyer more consistent delivery performance from the logistical system, the buyer would have the opportunity to cut the level of safety stock maintained.
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Describe the factors that appear to influence the salesperson's satisfaction with the job and the work environment.
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Which of the following characteristics is true of induced strategic behavior?
a. Communication is consistent with organizational flow.
b. An informal network assesses technical and market merit.
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For supply chain management, functional products typically have predictable demand patterns while innovative products do not.
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Properly implemented, supply chain management will lead to longer order-to-delivery cycle time.
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The balanced scorecard measures the performance of a business unit from:
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b. a financial perspective.
c. a learning and growth perspective.
d. all of the above.
e. (a) and (b) only.
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Provide an illustration of a situation where value-in-use segmentation would seem to be especially appropriate.
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A firm that is able to accomplish production and logistics processes in less time is addressing which of the following supply chain management goals?
a. Waste reduction.
b. Time compression.
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e. Transportation cost reduction.
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The cycle component in a time series indicates the long term general movement in the data in one direction.
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a. consumer markets.
b. business markets.
c. global markets.
d. target markets.
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Changes in business marketing strategy requires corresponding changes in personal selling styles.
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If the requirements of segmentation are met, it should provide the business marketer with valuable guidelines for allocating marketing resources.
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Salespersons tend to have a higher level of job satisfaction when they perceive that their first-line supervisor closely directs and monitors their activities.