MKTG 3504_Spring 2019_Quiz 2.pdf

MKTG 3504_Spring 2019_Quiz 2.pdf - MKTG 3504 – Sales and...

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MKTG 3504 Sales and Sales Management, Spring 2019, Quiz #2 PRINT NAME: TUID: Short Answer (2 pts per question) 1. What are two primary factors that influence the degree of sales force specialization: 2. List three benefits of a generalist sales force: 3. List three benefits of a specialized sales force: 4. List three territory design business objectives: 5. List the four phases of a staff recruiting process: 6. List the two primary elements of Sales IP: 7. List the three sales training tools: 8. What are the two issues business must consider in developing a marketing strategy? 9. What is STP? 10. What does market segmentation entail? 11. What is the objective of market segmentation? 12. What are the four main categories of market segmentation? 13. List common variables of demographic segmentation? 14. List common variables of geographic segmentation? 15. List common variables of psychographic segmentation?
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  • Fall '13
  • Casey
  • Marketing, Sales and Sales Management

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