Dashboard / My courses / BAMM6302 / Week 7: Controlling the Sales Effort / Assignment 6

Question 1
Correct

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When accurate quotas are established for each territory, management can determine the extent of territorial development by reaching the
quota.

a. To evaluate sales contest results

b. To improve the effectiveness of compensation plans

c. To indicate stronger weak spots in the selling structure

d. To control selling expense

Clear my choice

Check

Correct
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◄ Lesson 6: Controlling the Sales Effort

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Dashboard / My courses / BAMM6302 / Week 7: Controlling the Sales Effort / Assignment 6

Question 2
Correct

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It has worked to cement its key role as _____________.

a. wholesaler

b. seller

c. financing agent

d. retailer

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◄ Lesson 6: Controlling the Sales Effort

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Dashboard / My courses / BAMM6302 / Week 7: Controlling the Sales Effort / Assignment 6

Question 3
Correct

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The only difference is whether adjustments are made only at the territorial level or at the company level.

Select one:
True

False

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◄ Lesson 6: Controlling the Sales Effort

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Dashboard / My courses / BAMM6302 / Week 7: Controlling the Sales Effort / Assignment 6

Question 4
Correct

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Often hears of the need to carry inventory;

Select one:
True

False

Check

Correct
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◄ Lesson 6: Controlling the Sales Effort

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Dashboard / My courses / BAMM6302 / Week 7: Controlling the Sales Effort / Assignment 6

Question 5
Correct

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A business's objective is to buy revenues at a reasonable cost, and a budget establishes what this cost should be.

a. Coordination

b. Evaluation

c. Quotas

d. Planning

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◄ Lesson 6: Controlling the Sales Effort

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Dashboard / My courses / BAMM6302 / Week 7: Controlling the Sales Effort / Assignment 6

Question 6
Correct

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Most quota setting errors are those of judgment, most traceable to setting quotas above each salesperson's expected performance to
provide an incentive for improvement.

Select one:
True

False

Check

Correct
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◄ Lesson 6: Controlling the Sales Effort

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Dashboard / My courses / BAMM6302 / Week 7: Controlling the Sales Effort / Assignment 6

Question 7
Correct

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Any goal, once established, becomes a tool for the evaluation of performance.

a. Coordination

b. Quotas

c. Planning

d. Evaluation.

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◄ Lesson 6: Controlling the Sales Effort

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Dashboard / My courses / BAMM6302 / Week 7: Controlling the Sales Effort / Assignment 6

Question 8
Correct

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The __________ is both a plan of action and a standard of performance for the various departments.

a. customers

b. sales

c. budget

d. plan

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◄ Lesson 6: Controlling the Sales Effort

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Dashboard / My courses / BAMM6302 / Week 7: Controlling the Sales Effort / Assignment 6

Question 9
Correct

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Manufacturing and managing information well is at the core of developing distribution channel excellence.

Select one:
True

False

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◄ Lesson 6: Controlling the Sales Effort

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Dashboard / My courses / BAMM6302 / Week 7: Controlling the Sales Effort / Assignment 6

Question 10
Correct

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Companies formulate marketing and sales objectives.

a. Quotas

b. Coordination

c. Planning

d. Evaluation

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Correct
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◄ Lesson 6: Controlling the Sales Effort

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