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MKT306
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1. Because sales managers who have the responsibility for sales force supervision cannot readily follow them in all sales calls, they have to rely heavily on _______ supervision anchored on sales/visit reports written by salesmen, to supervise them.

	      sensing

	      shadow

	      direct

	--->> indirect

2. In strategic marketing, marketing executives seek to ascertain objectively the strengths and weakness of ______ with a view to fashioning a marketing strategy (plan) that will take advantage of their weaknesses while accommodating their strengths.

	      consumers

	      customers

	--->> competitors

	      middlemen

3. Product ideas generated by salesmen have a ________ chance of getting to commercialization point as they will be backed by their practical experience and knowledge of buyer’s specifications and requirements.

	      slim

	      no

	      low

	--->> high

4. Organizations wishing to satisfy the needs and wants of their customers need to be sufficiently informed about the _____.

	      middlemen

	      markets

	--->> customers

	      competitors

5. The information gathering function of salesmen has been demonstrated to play a ________ role in sales and marketing management.

	--->> strategic

	      dormant

	      small

	      an insignificant

6. If customers do not themselves complain openly about an organization’s offering, then salesmen have the responsibility to _________ or encourage buyers to express the reservations or outright complaints, real or imagined they may have.

	      deny

	      hide

	--->> uncover

	      cover

7. Only ______ organizations will not have strong need for full knowledge of competition.

	--->> monopoly

	      oligopoly

	      competitive

	      medium

8. Uncovering customer ______ and reporting same to management for consideration and necessary actions is a sure way of removing some sources of customer dissatisfaction and guaranteeing customer repeat purchase and ultimately brand loyalty.

	--->> complaints

	      likes

	      specifications

	      attitude

9. _______ orders will arise when an old or new customer stops buying from a company he used to buy from.

	--->> Lost

	      new

	      acquired

	      missed

10. Salesmen need to be involved in sales forecasting not just because of their familiarity with markets, but because they have the ultimate responsibility of realizing the projected _______ figure.

	      loss

	--->> sales

	      cost

	      profit