LGST Exam 3
the simulation suggests that
raising prices and paying salespeople more leads to a better strategy for increasing
Other than product manufacturing costs, the largest SMS costs are
sales expenses
if your forecasts and production exceeds demand, you pay inventory carrying costs per unit
$25
in SMS, teams offer two product models, base and premium, the manufacturing cost of base model is
$3000
Om SMS teas offer two product models base and premium, the manufacturing cost of the premium model is
$4000
internal selling correlates the closest with
company reputation for that quarter
IN period one, you could deploy
5 trained sales people
potential salesperson recruits reject offers that are less than expectations by
5000 or more
Your firm can direct the amount of time salespeople spend on
both internal vs. external selling, and the base vs. the premium product
The simulation suggests that critical to effective sales management in a developing industry is
building and keeping as large a sales force as you can
before starting up you had commissioned three research studies to assess potential demand results were
each study predicts a different growth pattern- developing saturated stagnant
the industry employee expectation (market) research report does not report
compensation expectations four quarters in the future
the industry employee compensation (market) research report does not report
contest amount
When a firm recruits more than one salesperson in a period it has the flexibility to offer
different salaries
the simulation suggest that
given the same salesforce size, hiring more rather than less
company reputation (a better place to work for) does NOT depend on
its ability to avoid production overtime, the greater the proportion of overtime to total production the worse the reputation
The calculation of net promotor score requires answers to the following questions
number of promoters less number of detractors dividing by total number of respondents
the simulation suggest that
paying salespeople more through commission than through salary increase current terms sales and profit
net promoter score positive WOM does not depend on
the extent to which sales effort is focused on the premium product the more the focus the better
not included in startup costs is
the opportunity cost or offers that were rejected
