hoja 1

Question 1

Behavioral forces

Answer 1

A) Increasing expectations of buyers
B) Customer avoidance of buyer-seller negotiations.
c) Expansion power of major buyers
d) Globalization of markets
e) Market fragmentation

Question 2

TECHNOLOGICAL STRENGTHS

Answer 2

I) Sales force automation
II) Virtual sales offices
III) Electronic sales channels

Question 3

ADMINISTRATIVE FORCES

Answer 3

A. The use of direct marketing techniques
B. Improved cooperation between sales and marketing.
C. Encouragement of sales personnel to attend training programs

Question 4

Segmentos de mercado

Answer 4

Geografico
Demografico
Psicografico
De comportamiento

Question 5

Geografico

Answer 5

Pais
Ciudad
Densidad
Idioma
Clima

Question 6

Demografico

Answer 6

Edad
Genero
Ingresos
Educacion
Estatus social
Ocupacion

Question 7

Psicografico

Answer 7

Estilo de vida
Personalidad
Valores
Actitudes

Question 8

De comportamiento

Answer 8

Beneficios buscados
Compra
Uso/Intencion
Ocasion