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Q:
This strategy for the new product development process views product development as a highly uncertain path and speed comes from multiple design iterations, extensive testing, and a powerful leader who can keep the product teams focused. This describes the _____ strategy.
a. induced
b. experiential
c. autonomous
d. compressed
e. funnel
Q:
In time series analysis, the seasonal component represents regular, recurring movements within the year.
Q:
The "compatibility" of a cross-functional working relationship can be defined as the common ground or shared goals that can unite managers who represent different functional areas.
Q:
An outcome-based sales force control system involves less direct field supervision of salesperson activities and uses____________________measures to evaluate____________________and a compensation system with a large incentive component.
Q:
Supply chain management may require that all firms in the supply chain share sensitive and proprietary information about customers and corporate strategic plans.
Q:
This strategy for the new product development process views product development as a predictable series of steps and speed comes from carefully planning these steps and shortening the time it takes to complete each step. This describes the _____ strategy.
a. induced
b. experiential
c. autonomous
d. compressed
e. funnel
Q:
Regression methods of forecasting require considerable historical data to be valid and reliable.
Q:
Other functional areas affect all business marketing decisions, either directly or indirectly.
Q:
Externally mediated rewards are controlled and offered by____________________or____________________, such as financial incentives, pay, or recognition.
Q:
_____ is the variable cost of moving products from origin to destination, including any terminal and accessory charges.
a. Speed of service
b. Transportation cost
c. Cost of service
d. Fixed cost
e. None of the above.
Q:
Speed is becoming an important strategic weapon, particularly in high-technology markets. Research indicates that the _____ strategy increased the speed of product development for markets characterized by rapidly evolving technology and unpredictable patterns of competition.
a. induced
b. experiential
c. autonomous
d. compressed
e. funnel
Q:
Because the Delphi technique is often used for new products or when a product concept is unique, it is only applied to short-range forecasting.
Q:
Price may be critical in the marketing strategy for supplies because many supply items are undifferentiated.
Q:
Periodic training is required to sharpen the skills of experienced salespersons, especially when the firm's environment is____________________.
Q:
Common elements of logistics service include:
a. delivery time.
b. order accuracy.
c. cost-per-unit.
d. All of the above.
e. Only (a) and (b).
Q:
Rapid product development offers a number of competitive advantages. Research indicates that the _____ strategy increased the speed of product development for products that had predictable designs and that were targeted for stable and mature markets.
a. induced
b. experiential
c. autonomous
d. compressed
e. funnel
Q:
The sales force composite approach to forecasting is a quantitative forecasting method because it uses past sales data to predict future sales potential.
Q:
A marketing strategy that works well for selling entering goods should be equally successful for facilitating goods.
Q:
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.
Q:
When compared to logistics management, supply chain management is:
a. broader.
b. less integrative.
c. is focused on moving and storing activities.
d. All of the above.
e. Only (a) and (b).
Q:
"Lead users" are characterized as important sources of new product ideas because they:
a. have needs that will be general in the marketplace in the future.
b. represent influential buying organizations.
c. are consistent early adopters of new technologies.
d. all of the above
e. (a) and (b) only
Q:
The primary advantage of the Executive Judgement method is that systematically analyzes cause-and-effect relationships.
Q:
Personal computers and light factory equipment such as portable drills provide examples of industrial goods that would be classified as accessory equipment.
Q:
Key account customers purchase in very large volume and the focus of exchange extends beyond a core product as the seller augments the offering through____________________ services and support.
Q:
For a supply chain partnership to succeed, which of the following are true?
a. Partners need to clearly define their strategic objectives.
b. Managers in both organizations need to fairly divide decision-making responsibilities.
c. Use performance metrics that are tied to chosen strategies.
d. All of the above.
e. Only (a) and (c).
Q:
Successful companies employ a high quality new product development process. Among high performing firms,
a. the new product process was flexible-certain stages could be skipped in line with the nature and risk of a particular project.
b. tough project Go/Kill decision points are included in the process and the Kill option is actually used.
c. market and technical assessments are conducted before projects move into the development phase.
d. all of the above.
e. (b) and (c) only.
Q:
Recent research on forecasting techniques indicates that improvements in forecasting accuracy can be achieved by combining the results of several forecasting methods.
Q:
As foundation goods are used up or worn out, a portion of their original cost is assigned to the production process as a depreciation expense.
Q:
Relationship____________________represents the customer's desire to engage in strong relationships with a current or potential supplier.
Q:
The key to maintaining a competitive advantage through supply chain strategies is to:
a. the ability to adapt to changes.
b. the ability to maintain low cost relationships with partners.
c. the ability to continuously develop successful new products.
d. continue purchasing the most advanced supply chain software and technologies.
Q:
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.
c. emphasize low-price strategies to penetrate a mass market.
d. all of the above.
e. (b) and (c) only.
Q:
Regression models are useful to industrial firms projecting final consumer demand for items of which their products become a part.
Q:
In contrast to raw materials, manufactured materials and parts would be classified as capital items.
Q:
Relationship____________________captures the ability of an interfirm relationship to achieve desired objectives.
Q:
The final stage in the adoption of supply chain management where companies have successfully aligned both their internal and external processes is called:
a. the Expanded Enterprise stage.
b. Internal Process Integration stage.
c. the Informal stage.
d. the Functional stage.
e. the Customer Relationship Management stage.
Q:
Products that share a common platform but have different specific features and enhancements that are required for different sets of consumers constitute:
a. a product family.
b. a product market.
c. derivative products.
d. a product consideration set.
e. heavyweight products.
Q:
Qualitative sales forecasting techniques provide a systematic analysis of cause and effect relationships.
Q:
Industrial goods are classified on the basis of how organizational buyers shop for particular products and services.
Q:
Relationship____________________represents the number of interpersonal ties that a firm has with an exchange partner.
Q:
_____ 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
b. Supply chain management
c. Logistics management
d. A marketing plan
e. Order processing
Q:
Successful product innovators in the computer industry:
a. emphasize real-time communication within new product development teams and across product teams.
b. do not invest in any version of the future but, instead, use a variety of low-cost probes to create many options for the future.
c. carefully manage the transition between current and future projects.
d. all of the above
e. (a) and (c) only
Q:
Time series methods are well suited to short-range forecasting because the assumption that the future will be like the past is more reasonable over the short run than over the long run.
Q:
A particular industrial customer might be properly classified as a user by some business marketers and an original equipment manufacturer by other business marketers.
Q:
Relationship marketing activities influence three important drivers of relationship marketing effectiveness including relationship____________________,____________________, and____________________.
Q:
As a controllable element in the logistics system, _____ ensures that information exchanged in the distribution process guides the activities of the logistics system.
a. customer service
b. order processing
c. logistics communications
d. inventory control
e. production planning
Q:
_____ is a strategy for competing in fast-changing markets by creating new products at predictable intervals.
a. Time pacing
b. Patching
c. Routinization
d. Quality function deployment
e. Improvisation
Q:
The fact that sales and some causal variables are correlated implies that the causal variable "caused" sales.
Q:
Planning in the business marketing setting requires more functional interdependence and a closer relationship to total corporate strategy than does planning in the consumer goods sector.
Q:
Salesperson job satisfaction decreases when there is increased uncertainty about expectations and the length of the product line increases.
Q:
As a controllable element in the logistics system, _____ relates to the effectiveness of creating time and place utility.
a. customer service
b. order processing
c. inventory control
d. production planning
e. logistics communication
Q:
_____ involves activities in which the decision and execution of strategy actions approach convergence with each other in time.
a. Time pacing
b. Patching
c. Routinization
d. Quality function deployment
e. Improvisation
Q:
The cycle component in a time series indicates the long term general movement in the data in one direction.
Q:
Firms operating in the business market must respond not to a single consumer but to a much wider group of buying influentials, all of whom may bring different criteria to bear on the purchase decision.
Q:
The decision whether to use key accounts depends on three factors: profit potential, learning benefits, and cost drivers associated with customers.
Q:
As a controllable element in the logistics system, _____ ensures that products are available for inventory in the correct assortment and quantity.
a. production planning
b. plant and warehouse location
c. customer service
d. inventory control
e. logistics communication
Q:
_____ involve the creation of the know-how and know-why of new materials and technologies that eventually translate into commercial development.
a. Platform projects
b. Breakthrough projects
c. Research and development projects
d. Derivative projects
Q:
Time series techniques are especially appropriate when management believes that sales will behave differently in the future than they have in the past.
Q:
A close examination of a market-driven firm will reveal two important capabilities: market sensing and customer linking.
Q:
A key account represents a customer that purchases a significant volume as a percentage of a seller's total sales but is easier to manage because there are only a few organizational members involved in the purchasing process.
Q:
A firm that is able to lower costs by minimizing duplication, harmonizing operations, and enhancing quality is addressing which of the following supply chain management goals?
a. Waste reduction.
b. Time compression.
c. Flexible response.
d. Inventory reduction.
e. Transportation cost reduction.
Q:
Computer disks and fiber-optics cable each created a new product category. The type of commercial project that created these products would be classified as a:
a. platform project.
b. breakthrough project.
c. research and development project.
d. derivative project.
e. none of the above
Q:
The Delphi method constitutes a highly sophisticated quantitative approach to sales forecasting.
Q:
The demand for industrial products is derived from the ultimate demand for consumer products.
Q:
The organization of the sales force can be affected by the length of a product line and the nature of buying behavior in each market segment.
Q:
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.
c. Flexible response.
d. Unit cost reduction.
e. Transportation cost reduction.
Q:
Commercial development projects that establish new core products and new core processes that differ from those of previous generations are referred to as:
a. platform projects.
b. breakthrough projects.
c. research and development projects.
d. derivative projects.
e. none of the above
Q:
A well-defined segmentation plan will fail without careful attention to implementing the plan.
Q:
The intended use of the product and the intended consumer distinguishes business marketing from consumer-goods marketing.
Q:
Strategic components of sales force management include methods for organizing the sales force and key account management.
Q:
Inventories are needed in business channels because:
a. production and demand are perfectly matched.
b. operating deficiencies in logistical system often result in product unavailability.
c. business customers can predict their product needs with certainty.
d. all of the above.
e. (a) and (c) only.
Q:
A common motor in all Black & Decker hand tools provides an example of which type of commercial development project?
a. platform project
b. breakthrough project
c. research and development project
d. derivative project
e. none of the above
Q:
Customers that actively seek business marketing firms that can help them create new value to gain a competitive edge in their markets can be segmented using value-based strategies.
Q:
Developing a marketing program that reaches the ultimate consumer directly for a product that incorporates your product, such as DuPont advertising to consumers to increase the sales of carpeting which incorporates their product is known as:
a. demand elasticity.
b. stimulating demand.
c. fluctuating demand.
d. price sensitivity.
Q:
When the sales resource opportunity grid indicates a low PCU and a high PCU sales organization strength, the firm should invest a moderate level of sales resources to keep current position strength.
Q:
The mechanism to trace the cost of performing logistics services to the customer that use these services is called:
a. ABC
b. JIT
c. TCO
d. SCM
Q:
Commercial development projects that create the design and components that are shared by a set of products are referred to as:
a. platform projects.
b. breakthrough projects.
c. research and development projects.
d. derivative projects.
e. none of the above
Q:
The personal characteristics of decision-makers in buying centers, such as their decision style and confidence, are examples of macrolevel bases of segmentation.
Q:
Markets for products and services, local to international, bought by businesses, government bodies, and institutions for consumption, for use or for resale are:
a. consumer markets.
b. business markets.
c. global markets.
d. target markets.
Q:
Changes in business marketing strategy requires corresponding changes in personal selling styles.
Q:
Which of the following is false regarding supply chain management?
a. The focus of logistics is the flow of product through the supply chain.
b. Timely information drives the entire supply chain process.
c. Product flow in the reverse direction is an important aspect of supply chain management.
d. The formation close relationships among participants is an inherent need of SCM.
e. All of the above are true statements.