1.It might be sensible for a company to benchmark each of its sales reps against: its other sales reps competitors sales reps

sales reps of a firm in a different industry all of the above are true Question 2 Capital sources include: profits loans stocks all of the above Question 3 The most useful breakdown of data in a sales analysis is by:

O product, package size, grade, or color customer type geographic region O any or all of the above depending on the situation plans are working all of the above

Question 8 Joe is a sales manager for IBM.

He asked his assistant to prepare a sales report that shows what percent over or under quota each sales rep was compared to last year. This is an example of: the contribution margin approach O sales analysis target market analysis performance analysis Question 9 Which of the following is an example of a functional account? O advertising taxes Social Security rent Question 10 Human resource issues include: deciding what to do when a job is not being performed well recruiting and hiring training all of the above Question 11 The main difference between the full cost approach and the contribution margin approach to marketing cost analysis is: the full cost approach allocates all costs even fixed costs to products, customers or other categories O contribution margin approach allocates all costs to show how profitable various customers are the full cost focuses on variable costs rather than total costs The contribution margin approach allocates all costs even fixed costs to products, customers or other categories

Question 4 Which of the following is NOT a way to stimulate profit growth? job of holding onto customers pursue new market opportunities be more efficient with current activities all of the above are ways to keep profits growing Question 5

Working capital may be used to pay for: storing employee salaries advertising all of the above Question 6 Natural accounts are: usually allocated to functional accounts by the MIS method misleading for calculating a firms' total profitability accounts to which various costs re charged in the normal accounting cycle all of the above Question 7 Control helps marketing managers learn how: implementation is working to plan for the future ongoing