Description : What two factors are considered in both the rough cut and fine cut of the customer buying process? a. Price and Reliability b. Price and Age c. Age and Performance d. Reliability and age
Last Answer : a. Price and Reliability
Description : A point or some points you consider for your strategy are a. strive to give your customers the top two buying criteria. b. the perceptual map is more important as a rough cut consideration than a fine cut ... , it does not matter how good your product is if you stock out. d. all of the above.
Last Answer : d. all of the above.
Description : The customer survey score is driven by a. market share. b. price. c. 4P’s. d. price and market share. e. perceptual map, MTBF and price.
Last Answer : c. 4P’s.
Description : Customers go through a two-stage buying process: The Rough Cut and the Fine Cut. In the Rough Cut, buyers focus on four product characteristics. Which one of the following is NOT one of these four product characteristics? a. Performance b. Age c. Size d. Reliability e. Price
Last Answer : b. Age
Description : Pricing plays a role a. when repositioning a product. b. in the rough cut stage of the purchase decision. c. in neither stage of the purchase decision. d. in the fine cut stage of the purchase decision. e. in both b and d.
Last Answer : e. in both b and d.
Description : Which one of the following statements regarding preferred position in fine cut is false? a. Traditional customers want products located in the center of the circle. b. Low end customers want the ... . d. Performance customers prefer higher performance levels. e. Size customers want smaller size.
Last Answer : b. Low end customers want the newest technology at the cheapest price.
Description : .Customers go through ________________stage(s) as they make their purchase decisions. a. fine cut only b. rough cut only c. fine cut and rough cut d. none of the above
Last Answer : c. fine cut and rough cut
Description : Customer demand is driven by a. price, product, promotion and TQM/Process Initiatives. b. customer survey. c. positioning and price. d. market share. e. market share, positioning and price.
Last Answer : b. customer survey.
Description : A product’s __________ does not play a role in the rough cut a. Positioning b. Price c. Reliability d. Age e. MBTF
Last Answer : d. Age
Description : Products with prices, MTBFs or positioning in the segments rough cut do contribute to the segments accessibility. a. True b. False
Last Answer : b. False
Description : Products must plot within ______ units from the center of the circle on the Perceptual Map to survive the rough cut. a. 3.0 b. 4.0 c. 1.0 d. 2.5
Last Answer : b. 4.0
Description : Inside each fine cut circle, a. segments have an ideal spot where demand is at its highest. b. product segments strive to be in the center. c. product segments strive to be near the boundaries. d. demand is at its highest as long as product segments are within the circle. e. none of the above.
Last Answer : a. segments have an ideal spot where demand is at its highest. b. product segments strive to be in the center.
Description : In the Perceptual Map each segment has a set of circles where: a. The inner fine cut circles have a radius of 4 units. b. The inner fine cut circles represent the heart of the segment where demand is strong. ... cut circle is the ideal spot where demand is strongest. d. a and b. e. a, b and c.
Last Answer : b. The inner fine cut circles represent the heart of the segment where demand is strong.
Description : For positioning in the fine cut, which one is not right? a. Traditional preferred position is located in the center of circle. b. Low End preferred position is located upper left of circle. c. ... lower right of the circle. e. Size preferred position is located in the lower right of the circle.
Last Answer : c. High End preferred Position is located in the lower left of the circle.
Description : Which of the following statements is true about promo and sales budget? a. From one year to the next, a third of those who knew about a product forgot about it. b. If a product ended last year ... least two products in the segment's fine cut to achieve 100% accessibility. e. All of the above.
Last Answer : e. All of the above.
Description : The Perceptual Map is a. a marketing tool used to compare products against customer perceptions. b. a marketing tool used to compare performance against size. c. a marketing tool used to compare ... used to compare age against position. e. a marketing tool used to compare time against motion.
Last Answer : a. a marketing tool used to compare products against customer perceptions. b. a marketing tool used to compare performance against size.
Description : In the Rough Cut buying stage, “reliability” is expressed in terms of: a. Mean Time Between Failure. b. how long the product will last. c. years. d. months. e. Mean Time Before Failure.
Last Answer : a. Mean Time Between Failure.
Description : Which tool can you use as a quick comparison tool when conducting a competitive analysis concerning production? a. Bond ratings b. Stock price c. Customer survey d. Market share e. None of the above
Last Answer : c. Customer survey
Description : The inner fine cut circles on the perceptual map have a radius of ________ units. a. 2 b. 2.5 c. 2.75 d. 1.5 e. 3
Last Answer : b. 2.5
Description : High end customers prefer a product age of 0, at what age exceeds the fine cut for the product a. 5 years. b. 3 years. c. 2 years. d. 2.5 years. e. 4 years.
Last Answer : c. 2 years.
Description : Which of the following are not considered in the Fine Cut? a. Positioning b. Automation c. Age d. Reliability e. Price
Last Answer : b. Automation
Description : When plotting the segment locations for each round a. the goal is to determine the ideal spot location for each segment during the 8 years. b. the goal is to determine which products are the highest in ... and performance on the other. d. you should use Microsoft Excel. e. all of the above.
Last Answer : a. the goal is to determine the ideal spot location for each segment during the 8 years.
Description : A segment manager's task is to a. decide which products enter the segment. b. verify the products entering and leaving a segment, the margin potential for those products, capacity level and the ... ; evaluate the margin potential of all products and the distribution systems. e. none of the above.
Last Answer : b. verify the products entering and leaving a segment, the margin potential for those products, capacity level and the distribution system as compared to competitors.
Description : Account Receivables lag impacts sales. At no credit terms, the appeal falls to about ______ %, at 30 days, appeal is _____ %, at 60 days, appeal is ______%. a. 98.5, 92, 65 b. 65, 92, 98.5 c. 70, 85, 99 d. none of the above, there is no impact
Last Answer : b. 65, 92, 98.5
Description : What does not drive length of R&D project? a. The product's automation level on the Production line. b. The amount of money You are willing to spend on it. c. The number of R&D projects underway ... of the product's new location to an existing product in your company's line. e. The labor strike.
Last Answer : The labor strike.
Description : R&D projects can drive a product’s: a. size. b. age. c. reliability. d. performance. e. all of the above.
Last Answer : e. all of the above.
Description : Your ___________ department controls the performance and size, therefore position of your sensor products within the market. a. Planning b. Finance c. R&D d. Marketing
Last Answer : c. R&D
Description : The December Customer Survey indicates a. a product’s customer awareness. b. how customers perceived the products in the segment. c. a product’s actual and potential demand. d. the accessibility of each product. e. none of the above.
Last Answer : b. how customers perceived the products in the segment.
Description : Where are the credit policies for customer and supplier set in Capstone.xls? a. Marketing spreadsheet b. Production spreadsheet c. Finance spreadsheet d. Credit spreadsheet e. None of the above
Last Answer : a. Marketing spreadsheet
Description : With each year (round) customer awareness for each product decreases by: a. 33% b. 25% c. 30% d. 50% e. none of the above
Last Answer : a. 33%
Description : If the previous year you reached 100% customer awareness in your company, this year what will you need to do to maintain this level? a. There is nothing to do. I have already reached as much awareness ... half of the money spent the previous year to reach 75% of the population. e. None of these.
Last Answer : c. I would only need to create 33% new awareness to maintain 100% this year
Description : Promotion efforts are subject to a. economies of scale. b. increasing returns. c. diminishing returns. d. promotion expenditure. e. customer awareness.
Last Answer : c. diminishing returns.
Description : If there are 4 products listed in the Capstone Courier in the traditional segment that have a customer survey scoring of 32, 28, 22 and 14, then the top product’s demand would be: a. 32%. b. 50%. c. 64%. d. 33%.
Last Answer : d. 33%.
Description : Which of the following is true about the Accounts Receivable Lag and its implications on demand? a. If you offer no credit, demand falls to about 60% of normal. b. At 30 days, demand is 90%. c. At 45 days, demand is 95%. d. At 60 days, demand is 98.5%. e. At 90 days, demand is 100%.
Last Answer : d. At 60 days, demand is 98.5%.
Description : What happens to a company when it increases the A/P lag? a. It improves its cash position. b. It deteriorates its cash position. c. It loses credibility. d. Its suppliers withhold material for production. e. a, d.
Last Answer : e. a, d.
Description : Investing in Channel Support Systems can a. increase demand. b. reduce R&D cycle time. c. reduce material costs. d. reduce labor costs. e. reduce administrative costs.
Last Answer : a. increase demand.
Description : Investing in Quality Function Deployment Effort can a. reduce labor and administrative costs. b. increase demand and reduce labor costs. c. reduce R&D cycle time and increase demand. d. reduce R&D cycle time and enhance the effectiveness of the promo and sales Budgets. e. increase demand.
Last Answer : d. reduce R&D cycle time and enhance the effectiveness of the promo and sales Budgets.
Description : Investing in Vendor Just In Time can a. reduce material costs and R&D cycle time. b. reduce administrative costs and labor costs. c. reduce R&D cycle time and increase demand. d. reduce material costs and administrative costs. e. reduce material costs and increase demand.
Last Answer : d. reduce material costs and administrative costs.
Description : Quality Initiative Training can a. increase demand. b. decrease R&D cycle time. c. decrease material costs. d. decrease labor costs. e. decrease administrative costs.
Last Answer : d. decrease labor costs.
Description : Which of the following is not one of the five parts to the Situation Analysis: a. Perceptual Map. b. Demand Analysis. c. Capacity Analysis. d. Consumer Report. e. Forecasting Analysis.
Last Answer : e. Forecasting Analysis.
Description : This process management initiative increases the effectiveness of the Sales Budget and therefore demand. a. Benchmarking b. Vendor/Just-in-Time Inventory (JIT) c. Continuous Product Improvement systems (CPI) d. Channel Support systems e. Quality Initiative Training (QIT)
Last Answer : d. Channel Support systems
Description : What effects do Process Management Initiatives have? a. Administrative savings b. Higher production efficiency c. Increase in demand d. Reduction of R&D times e. All of the above.
Description : Within the process management initiatives, concurrent engineering a. reduces material cost, inventors’ carrying costs and administrative overhead. b. reduces labor costs. c. increases the effectiveness of the sales budget and therefore demand. d. reduces R&D cycle time. e. none of the above.
Last Answer : d. reduces R&D cycle time.
Description : Benchmarking reduces a. Material cost. b. Research and Development time. c. Labor Cost. d. Administrative Cost. e. Demand.
Last Answer : d. Administrative Cost.
Description : Within the Process Management Initiatives, channel support systems a. reduce material cost. b. reduce labor costs. c. increase demand. d. reduce R&D cycle time. e. none of the above.
Last Answer : c. increase demand.
Description : Budgeting money to Quality initiative will lead to these outcomes except: a. decrease R&D time. b. increase Demand. c. increase Labor Costs. d. increase efficiency. e. produce administrative savings.
Last Answer : c. increase Labor Costs.
Description : In the Human Resources section, workers will strike one week for: a. every 1% your Annual Raise Negotiations Ceiling is beneath Labor's demand. b. every $300 your Benefits Negotiations Ceiling is beneath ... every $1 your Wage Negotiation Ceiling is beneath Labor's demand. e. all of the above.
Description : To run perfectly, all HR department managers should know that a. the negotiation starting point should not exceed 80%. b. the starting point for benefits or wages should be between 0-150% of the current ... negotiation ceiling. d. all of the above is correct. e. none of the above are true.
Last Answer : c. all strike settlements should be halfway between the demand and the negotiation ceiling.
Description : How are the Starting Position and the Negotiation Ceiling related? a. The Negotiation Ceiling is always 15% above the Starting Position. b. They are not related. c. Their values are equal. ... 10% beyond the Starting Position. e. The Negotiation Ceiling is always 10% above the Starting Position.
Last Answer : e. The Negotiation Ceiling is always 10% above the Starting Position.
Description : The company’s negotiation starting position for wages a. is never more than 150% of the current contract. b. is always lower than what Labor expects. c. is always exactly 80% of the current contract. d. is always half of the increase workers are asking for. e. none of these.
Last Answer : a. is never more than 150% of the current contract.