Question 1

Analysis by customer locates products,sales territories,and customer types and sizes where small orders prevail.

Accepted Answer

A) True 
 B)False  False

Question 2

Measures relating to customer preferences and satisfaction are essential as:

Accepted Answer

A) they are the main financial indicators. 
B) an early warning of impending problems and opportunities. 
C) they tell the marketing manager what the profitability has been in the past. 
D) they provide the marketing manager with a benchmark. 
A) they are the main financial indicators. 
B) an early warning of impending problems and opportunities. 
C) they tell the marketing manager what the profitability has been in the past. 
D) they provide the marketing manager with a benchmark. B

Question 3

Performance measurement processes should be consistent across all organizational levels.

Accepted Answer

A) True 
 B)False  False

Question 4

Which of the following is the first step in a sales territory analysis?

Accepted Answer

A) Eliminate weak products and concentrate on strong ones. 
B) Take strong and continuous action to eliminate no-longer-profitable items. 
C) Identify which orders,in monetary size,are not profitable. 
D) Decide which geographical control unit to use. 
A) Eliminate weak products and concentrate on strong ones. 
B) Take strong and continuous action to eliminate no-longer-profitable items. 
C) Identify which orders,in monetary size,are not profitable. 
D) Decide which geographical control unit to use.

Question 5

Assumptions about events beyond the control of the individual firm but that strongly affect the entry's strategic objectives are particularly important.

Accepted Answer

A) True 
 B)False

Question 6

A strategic monitoring system is difficult to implement because there is usually a substantial amount of time between formulating a strategy and when a strategy takes hold and results are evident.

Accepted Answer

A) True 
 B)False

Question 7

The marketing environment audit requires an analysis of the firm's present and future environment with respect to its macro components.

Accepted Answer

A) True 
 B)False

Question 8

The main purpose of feedback data is to:

Accepted Answer

A) determine the sales commissions to be paid to salespeople. 
B) assess the labor costs associated with manufacturing a product. 
C) determine if inventory costs were as anticipated. 
D) identify if there is any deviation from a plan. 
A) determine the sales commissions to be paid to salespeople. 
B) assess the labor costs associated with manufacturing a product. 
C) determine if inventory costs were as anticipated. 
D) identify if there is any deviation from a plan.

Question 9

In an organization,_____ managers responsible for manufacturing,procurement,finance,and so on need sales information.

Accepted Answer

A) staffing 
B) marketing 
C) functional 
D) advertising 
A) staffing 
B) marketing 
C) functional 
D) advertising

Question 10

Explain the importance of a line-item margin and expense analysis.

Accepted Answer

Sales data are not the only marketing pe

Question 11

A firm can use a strategic plan as an early-warning system but not as a diagnostic tool.

Accepted Answer

A) True 
 B)False

Question 12

Budgets provide the basis for a continuous evaluation and comparison of what was planned with what actually happened.

Accepted Answer

A) True 
 B)False

Question 13

The first and foremost objective for marketing is often the sales the company or the product-market entry achieves.

Accepted Answer

A) True 
 B)False

Question 14

What are the limitations associated with using profitability as a measure of performance?

Accepted Answer

Profitability is probably the single mos

Question 15

Corleone Ltd. ,an outlet that sells leather goods,asks its sales attendants to go home if business is unexpectedly bad and,calls in extra help when it offers year-end discounts.This implies that the outlet is trying to improve customer service and maximize profits by focusing on its:

Accepted Answer

A) timeliness. 
B) order size. 
C) store payroll expense. 
D) geographical control unit. 
A) timeliness. 
B) order size. 
C) store payroll expense. 
D) geographical control unit.

Question 16

All strategies and the action plans designed to implement them are based on assumptions about the future,and are free from considerable risk.

Accepted Answer

A) True 
 B)False

Question 17

Performance-based measures are often tied to the compensation of those individuals responsible for attaining the specified goals.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is helpful in determining the yield derived from the application of additional resources?

Accepted Answer

A) Full costing 
B) Fixed costing 
C) Indirect costing 
D) Contribution analysis 
A) Full costing 
B) Fixed costing 
C) Indirect costing 
D) Contribution analysis

Question 19

Under benchmarking,a firm's performance in a given area is compared against the performance of other companies which necessarily belong to the same industry.

Accepted Answer

A) True 
 B)False

Question 20

What are the steps in the performance measurement process?

Accepted Answer

The performance measurement process cons

Analysis by customer locates products,sales territories,and customer types and sizes where small orders prevail.

Measures relating to customer preferences and satisfaction are essential as:

Performance measurement processes should be consistent across all organizational levels.

Which of the following is the first step in a sales territory analysis?

Assumptions about events beyond the control of the individual firm but that strongly affect the entry's strategic objectives are particularly important.

A strategic monitoring system is difficult to implement because there is usually a substantial amount of time between formulating a strategy and when a strategy takes hold and results are evident.

The marketing environment audit requires an analysis of the firm's present and future environment with respect to its macro components.

The main purpose of feedback data is to:

In an organization,_____ managers responsible for manufacturing,procurement,finance,and so on need sales information.

Explain the importance of a line-item margin and expense analysis.

A firm can use a strategic plan as an early-warning system but not as a diagnostic tool.

Budgets provide the basis for a continuous evaluation and comparison of what was planned with what actually happened.

The first and foremost objective for marketing is often the sales the company or the product-market entry achieves.

What are the limitations associated with using profitability as a measure of performance?

Corleone Ltd. ,an outlet that sells leather goods,asks its sales attendants to go home if business is unexpectedly bad and,calls in extra help when it offers year-end discounts.This implies that the outlet is trying to improve customer service and maximize profits by focusing on its:

All strategies and the action plans designed to implement them are based on assumptions about the future,and are free from considerable risk.

Performance-based measures are often tied to the compensation of those individuals responsible for attaining the specified goals.

Which of the following is helpful in determining the yield derived from the application of additional resources?

Under benchmarking,a firm's performance in a given area is compared against the performance of other companies which necessarily belong to the same industry.

What are the steps in the performance measurement process?

The Marketing Management Process

The Marketing Implications of Corporate and Business Strategies

Understanding Market Opportunities

Understanding Consumer Buying Behavior

Understanding Organizational Markets and Buying Behavior

Measuring Market Opportunities: Forecasting and Market Knowledge

Targeting Attractive Market Segments

Differentiation and Brand Positioning

Business Strategies: a Foundation for Marketing Program Decisions

Product Decisions

Pricing Decisions

Distribution Channel Decisions

Integrated Promotion Decisions

Marketing Strategies for a Digitally Networked World

Strategies for New and Growing Markets

Strategies for Mature and Declining Markets

Organizing and Planning for Effective Implementation

Filters

Exam 18: Measuring and Delivering Marketing Performance

Analysis by customer locates products,sales territories,and customer types and sizes where small orders prevail.

Measures relating to customer preferences and satisfaction are essential as:

Performance measurement processes should be consistent across all organizational levels.

Which of the following is the first step in a sales territory analysis?

Assumptions about events beyond the control of the individual firm but that strongly affect the entry's strategic objectives are particularly important.

A strategic monitoring system is difficult to implement because there is usually a substantial amount of time between formulating a strategy and when a strategy takes hold and results are evident.

The marketing environment audit requires an analysis of the firm's present and future environment with respect to its macro components.

The main purpose of feedback data is to:

In an organization,_____ managers responsible for manufacturing,procurement,finance,and so on need sales information.

Explain the importance of a line-item margin and expense analysis.

A firm can use a strategic plan as an early-warning system but not as a diagnostic tool.

Budgets provide the basis for a continuous evaluation and comparison of what was planned with what actually happened.

The first and foremost objective for marketing is often the sales the company or the product-market entry achieves.

What are the limitations associated with using profitability as a measure of performance?

Corleone Ltd. ,an outlet that sells leather goods,asks its sales attendants to go home if business is unexpectedly bad and,calls in extra help when it offers year-end discounts.This implies that the outlet is trying to improve customer service and maximize profits by focusing on its:

All strategies and the action plans designed to implement them are based on assumptions about the future,and are free from considerable risk.

Performance-based measures are often tied to the compensation of those individuals responsible for attaining the specified goals.

Which of the following is helpful in determining the yield derived from the application of additional resources?

Under benchmarking,a firm's performance in a given area is compared against the performance of other companies which necessarily belong to the same industry.

What are the steps in the performance measurement process?

The Marketing Management Process

The Marketing Implications of Corporate and Business Strategies

Understanding Market Opportunities

Understanding Consumer Buying Behavior

Understanding Organizational Markets and Buying Behavior

Measuring Market Opportunities: Forecasting and Market Knowledge

Targeting Attractive Market Segments

Differentiation and Brand Positioning

Business Strategies: a Foundation for Marketing Program Decisions

Product Decisions

Pricing Decisions

Distribution Channel Decisions

Integrated Promotion Decisions

Marketing Strategies for a Digitally Networked World

Strategies for New and Growing Markets

Strategies for Mature and Declining Markets

Organizing and Planning for Effective Implementation

Filters