Unit-4 Quiz-1

Which of the following is a key role of personal selling in B2B marketing?

• Generating social media engagement

• Conducting market research

• Building relationships with customers

• Optimizing supply chain logistics

Which characteristic distinguishes personal selling from other marketing tactics?

• Standardization of messages

• Limited customer interaction

• Flexibility and customization

• Passive communication approach

Which aspect of sales force management involves evaluating the performance of sales representatives?

• Territory management

• Sales team collaboration

• Sales performance evaluation

• Sales force recruitment

Territory management in sales force management involves:

• Recruiting new sales representatives

• Allocating sales territories effectively

• Managing the sales team's compensation

• Conducting market research

In sales force management, collaboration among sales team members is important to:

• Improve supply chain efficiency

• Enhance product development processes

• Foster teamwork and knowledge sharing

• Optimize digital marketing campaigns

ABC Analysis in key account management is based on:

• Customer satisfaction levels

• Product pricing tiers

• Revenue potential and strategic importance

• Industry-specific criteria

Which segment of ABC Analysis includes high-value customers with significant revenue potential?

• Segment A

• Segment B

• Segment C

• Segment D

Segment C customers in ABC Analysis are characterized as:

• High revenue potential and strategic

• Moderate revenue potential with growth opportunities

• Low revenue potential but routine

• Minimal revenue potential and limited importance

The main focus in managing Segment B customers is to:

• Strengthen long-term relationships

• Increase revenue potential

• Convert them into Segment A customers

• Provide personalized service and support

ABC Analysis helps in determining:

• Customer preferences

• Market trends

• Competitive landscape

• Resource allocation strategies