Version B erts out so anulye, plan, implement, and control sales force activitie
ID: 1114559 • Letter: V
Question
Version B erts out so anulye, plan, implement, and control sales force activities, it is undertaking A. marketing design B. sales force management C team selling efforts D. co-op selling and advertising E. promoional objectives to control 60 percent of the bleach market 31. If the CEO of the Clorox Company were to say, "We want within the next five years," be would have set apricing objective. A profit B. sales C unit volume D, market share 32. Historically, have lacked the leadership to assign member roles and manage conflict. · corporate vertical marketing systems B. contractual vertical marketing systems C conventional distribution channels D. administered vertical marketing systems E. horizontal marketing systems 33. Other things equal, if a firm finds the demand for one of its products is inelastic, it can INCREASE its total revenues by A. raising its price. B. lowering its price C. reducing fixed costs. D. reducing variable costs. E reducing both fixed and variable costs 34. Which of the following is a typical example of a fixed cost? A. taxes B. building rental expense C. raw materials D. sales commissions E hourly wages 35. To a producer of goods, a greater number of channel levels means complexity A. less distance between producer and end consumer B. less control and greater channel C. more potential ideas D. higher taxes E fewer channel memberExplanation / Answer
30. (B) sales force management - Sales force management is the process of analyzing, planning, implementing and controlling all kinds of sales force activities.
31. (D) market share - setting a numberical target for capturing a certain percentage of the market is definition of market share.
32. (C) conventional distribution channels - a distribution channel consists of dissimilar firms that have banded together for their common good. Each channel is dependent on the others. Thus, for their overall success, all firms should work together smoothly but historically, distribution channels have lacked the leadership to assign roles and manage conflicts as a result of which vertical integration emerged.
33. (A) raising its price - Demand inelasticity is a situation in which the demand for a product does not increase or decrease correspondingly with a fall or rise in its price. From the supplier's viewpoint, this is a highly desirable situation because in such a case, price and total revenue are directly related; an increase in price increases total revenue despite a fall in the quantity demanded.
34. (B) building rental expense - fixed costs are those costs which do not vary with output. rental expense will not vary with output whereas all the other given in the options will vary with the amount of output produced.
35. (B) less control - as the channel level increases, the lenght of the channel increases which leads to less control by the producer.
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