BC oral exam

Question 1

Differences between macro and meso:

Answer 1

meso is a part of a society while macro is a society as a whole.

Question 2

P&L?

Answer 2

profit and loss statement ehich includes business revenue,cost of goods, expenses, interest and taxes.

Question 3

Incremental?

Answer 3

Gradual increase

Question 4

ROI:

Answer 4

calculation of monetary value of an investment versus its cost. (profit-cost)/cost

Question 5

DMU/stakeholders?

Answer 5

is the group of stakeholders within an organization that get involved in the purchase of a technology product.

Question 6

Sales proposal:

Answer 6

pitch services or products to current customer or prospect. And it inspires to take action.

Question 7

Account plan:

Answer 7

Maps out important details about the new prospect,strategy or growth.

Question 8

Account plan and sales proposal difference:

Answer 8

Sales proposal: is a request for a deal
Account plan: shows facts about the company.

Question 9

DMU?

Answer 9

Decision making unit which contains of all people who are in the decion of buying a product or a service.

Question 10

Supply chain:

Answer 10

raw materials that are made into a product and distributed for sale.

Question 11

value chain:

Answer 11

lifecycle of a product.

Question 12

true price:

Answer 12

market price plus social and environmental cost of a product.

Question 13

variable cost:

Answer 13

changes if production varies

Question 14

fixed cost:

Answer 14

remains constant even if the output level increases or decreases

Question 15

differences between fixed cost and variable cost:

Answer 15

Variable cost change baseson the amount of the output produced.

Question 16

Break-even point.

Answer 16

the point whenever the company gains profit nor loses.

Question 17

Degressively variable costs-

Answer 17

costs that in total increase proportionally to production volume, reducing unit costs.

Question 18

safety margin-

Answer 18

the maximum percentage by which the current sales or turnover may decrease in order to avoid loss.

Question 19

Marketing models:

Answer 19

4 ps, AIDA model,Swot

Question 20

Sales models:

Answer 20

Value proposition builder, AIDA model, customer satisfaction

Question 21

research types:

Answer 21

desk and field research

Question 22

greenwashing:

Answer 22

when a company claims that they are sustainable when they are not.

Question 23

Sales people:

Answer 23

Hard worker
-Challenger = most successful but also hardest,
-Relationship builder
-Lone wolf
-Salesproblem solver

Question 24

SDG?

Answer 24

Sustainable decision goals that consits of 17 goals like no poverty, no hunger, equal rights, equal education, free medicine.

Question 25

Cash flow

Answer 25

Money movement in and out in a comapny

Question 26

what is marketing?

Answer 26

promotion od a product or service

Question 28

Marketing funnel:

Answer 28

customers journey to you consist of: awareness, consideration, conversion and loyalty.

Question 29

account management:

Answer 29

nurturing clients relationships

Question 30

what are the hunters and farmers in sales?

Answer 30

Farmers stay with their current customers but hunters try to find new ones

Question 31

Account plan is…

Answer 31

Internal