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Sales Force Management Exam -2 Questions and Answers 100% Solved
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Sales Force Management Exam -2
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Sales Force Management Exam #2Naive - answer Using the current sales to forecast the sales for next period, assuming
no new trend in sales
Ratio Method - answer Using the trends from the previous two periods to project sales
for the next period , assuming there is a new sales trend
Simple Moving Avarage - answer Average price over a specific period of time
Weighted Moving Avarage - answer Assigning a heavier weight to current data points
since they are more relevant than data points in the distant past
Exponential Smoothing Model - answerUsing this model allows the forecaster to have
sales in certain periods of time influence the forecast more than other periods
Survey Methods of Forecasting - answerRely on the opinions and judgements of
experts, such as sales reps to derive sales forecasts
Executive opinion, Sales Force Composite
Mathematical Methods of Forecasting - answerApply mathematical and statistical
techniques to historical data to forecast sales
Moving Avarage Models, Exponential Smoothing Models, Regression Models
Operational Methods of Forecasting - answerTake information from the marketing
plans, financial requirements, or the company's capacity to derive a sales forecast
Test Markets, Capacity-Based Calculations
What is the difference between regression and other forecasting methods? -
answerRegressive Method is a simple linear model of forecasting that is used to project
sales trends into the future by estimating the relationship among the variables in the
chart
What is better, survey or mathematical methods - answerBoth are good, survey
methods rely on the opinions and judgements of experts who will be making the
purchase decision. This is mostly used when dealing with a new product where
historical data is not available.
Mathematical methods apply mathematical and statistical techniques to historical data
and forecast sales
, What is the point of market tests? What are their limitations? - answerWhen you have a
new innovative product, or no reliable data marketing tests can collect sales data, and
test the marketing plan.
Limitations can be if the product requires extensive investment and fixed assets before
they are introduced to the market, or if it is a product that takes time to gain acceptance.
What is the purpose of a sales budget? - answerThe purpose of sales budget is to be
the basis for all operating activities in the sales department, production department, and
finance areas
Objective/Task Method of Calculating Sales - answerDetermine the objective and the
tasks needed to complete the objective
Ex:
Objective - Samples to be distributed
Task - # of Doctors to be visited
Cost of achiving objective:
$Samples
$ Travel & Time for each sale
======================
Total cost of sampling
Percentage Sales Method of calculating sales - answerCutting a percentage of
employees based on sales
Content Models of Motivation - answerConcentrate on the question of 'what' motivates,
Mazlow's Hierarchy of Needs/Herzberg's Two Factor Theory
Process Models of Motivation - answerAddress more the issues relating to how the
process works and sustains itself over time
Expectancy Theory/Equity Theory
Maslow's Hierarchy of Needs - answerSelf-Actulization Needs
Esteem Needs
Social Needs
Saftey Needs
Psyhiological Needs
Herzberg's Two Factor Theory - answerMotivators (e.g. challenging work, recognition
for one's achievement) that give positive satisfaction from the job itself
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