3 pts Question 9 Some of the key elements of world-class marketing Differentiation, positioning and branding Logistics planning process sales planning process Long-term integrated marketing strategy Only a and d are All of the above Question 10 3 pts Which of the following factors impact Key Account risk assessment? Defection Speed of payment Bad reputation Only a and b All of the above Question 3 3 pts Financial indicators that are lagging are a useful measure of key account performance True False Question 4 3 pts Which of the following channels allows for the greatest amount of channel control? a channel consisting of wholesalers a channel composed of distributors a channel consisting of both manufacturers' reps and distributors a channel composed of Value Added Retailers (like Dell) a channel consisting of manufacturers' reps Question 5 3 pts When considering pricing to a key account, which of the following pricing statements is(are) accurate? Competition establishes an upper limit on price. Late entrants to the market often enjoy potential cost advantages over the first to market firm. Competitors will be more sensitive toward price reductions that threaten market segments that they deem important. all of the above Question 6 3 pts Processes that run day-to-day activity of a company and deliver what the customer purchased are sales processes activity processes organizational processes operational process all of the above Question 7 3 pts Firms making consistent returns below WACC are creating stockholder value True False 3 pts Question 8 Three processes that have an impact on key customers are logistics, financial and human resources process strategic, strategy realization and operational/transactional process sales, travel approval and strategic none of the above all the above 3 pts Question 9 Some of the key elements of world-class marketing Differentiation, positioning and branding Logistics planning process sales planning process Long-term integrated marketing strategy Only a and d are All of the above Question 10 3 pts Which of the following factors impact Key Account risk assessment? Defection Speed of payment Bad reputation Only a and b All of the above Question 3 3 pts Financial indicators that are lagging are a useful measure of key account performance True False Question 4 3 pts Which of the following channels allows for the greatest amount of channel control? a channel consisting of wholesalers a channel composed of distributors a channel consisting of both manufacturers' reps and distributors a channel composed of Value Added Retailers (like Dell) a channel consisting of manufacturers' reps Question 5 3 pts When considering pricing to a key account, which of the following pricing statements is(are) accurate? Competition establishes an upper limit on price. Late entrants to the market often enjoy potential cost advantages over the first to market firm. Competitors will be more sensitive toward price reductions that threaten market segments that they deem important. all of the above Question 6 3 pts Processes that run day-to-day activity of a company and deliver what the customer purchased are sales processes activity processes organizational processes operational process all of the above Question 7 3 pts Firms making consistent returns below WACC are creating stockholder value True False 3 pts Question 8 Three processes that have an impact on key customers are logistics, financial and human resources process strategic, strategy realization and operational/transactional process sales, travel approval and strategic none of the above all the above