Question MULTIPLE CHOICE QUESTIONS

29 Jun Question MULTIPLE CHOICE QUESTIONS

Question
MULTIPLE CHOICE QUESTIONS

62. Sales analysis is a:

well-accepted trend analysis method.

necessity for making all important marketing decisions.

way of assuring that future sales will be profitable.

detailed report of likely profitability.

detailed breakdown of a company’s sales records.

63. The best way to break down and analyze sales data is:

by order size.

by geographic region.

by customer type.

by product, package, size, grade or color.

any of the above, depending on the situation.

64. The most useful breakdown of data in a sales analysis is by:

size of order.

product, package size, grade, or color.

customer type.

geographic region.

any or all of the above–depending on the situation.

65. A marketing manager who wants to analyze the firm’s sales should be aware that:

sales invoice files contain little useful information.

the best way to analyze sales data is according to geographic regions.

sales analysis involves a detailed breakdown of a company’s sales forecasts.

sales analysis may not be possible unless the manager has made arrangements for the company to capture identifying information about each sale.

a manager can never have too much data.

66. Sales analysis:

requires more information than is available from traditional accounting reports.

can be done in different ways–there is no single “best way.”

often studies how sales patterns change over time.

All of the above are true.

None of the above is true.

67. Marketing sales analysis:

keeps track of whether a firm’s sales are increasing or decreasing.

requires a detailed breakdown of a company’s sales records.

is very hard to do–because computers must be involved.

looks for exceptions or variations from planned performance.

tries to avoid the 80/20 rule.

68. Detailed sales analysis is:

not worth the cost unless the firm is very unprofitable.

based on the information available on traditional accounting reports.

important for producers, but usually not that valuable for retailers.

most useful when it analyzes costs from different possible target markets.

None of the above is true.

69. Sales analysis:

typically involves reorganizing existing information rather than gathering new information.

may involve analyzing many different breakdowns of overall sales.

is usually a good first step when setting up a control system.

All of the above are true.

None of the above is true.

70. The major difference between a sales analysis and a performance analysis is that:

performance analysis looks at variations from planned performance, while sales analysis shows what happened.

sales analysis looks at individual transactions, while performance analysis groups them into categories.

sales analysis is a control procedure, while performance analysis is part of implementation.

sales analysis is concerned with expected sales, while performance analysis is concerned with past sales.

sales analysis is used to find profitable sales patterns, while performance analysis seeks unprofitable patterns.

71. Compared with sales analysis, PERFORMANCE ANALYSIS:

shows which customers should be dropped.

looks for exceptions or variations from planned performance.