Questions for FINAL 2

Question 1

What does the positioning statement do?

Answer 1

Explains what the company stands for

Question 2

What does a unique selling proposition do?

Answer 2

Focuses marketing programs, Builds the bond between the company and customers, and becomes the focal point for the company

Question 3

Positioning should do what?

Answer 3

Grab customers hearts and wallers, Consider the market type you’re in, and Pass the reality test

Question 4

What is another phrase for marketing materials such as data sheets, presentations, and websites?

Answer 4

Marketing Collateral

Question 5

Marketing collateral must be what?

Answer 5

Tuned to the audience

Question 6

What are good sales closers characterized by?

Answer 6

Having no interests in building a sales organization

Question 7

What is not an element of a sales channel roadmap?

Answer 7

Channel Marketing Material

Question 8

The percentage (or fees) that a channel member receives of the final retail price is called what?

Answer 8

Channel Discount

Question 9

In an indirect channel, what is the biggest risk?

Answer 9

Knowing how much end-user demand actually exists

Question 10

Getting a channel member to accept more of a product than called for in forecasts is called what?

Answer 10

Stuffing the Channel