Business Development And Marketing Quiz

2.

Within their companies, Sales departments are typically directed and supported by which two departments?

Operational Staff and Library
Procurement and Clerical
Marketing and Executive Management
Library and Procurement

Correct Answer

A. Marketing and Executive Management

Explanation

Sales departments are typically directed and supported by the Marketing and Executive Management departments within their companies. The Marketing department is responsible for creating and implementing strategies to promote and sell products or services, while the Executive Management department provides overall guidance and leadership to the organization. These two departments work closely with the Sales department to ensure effective sales strategies, target market identification, and overall business success.

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3.

Read the following information about how we help DigitasLBi, one of our Sales & Business Development clients: Key report sections: Cost Structure Benchmark, Basis of Competition, Major Companies, and iExpert. Background on clients: Data and background on clients, prospects and competitors to help build dossiers. Pitch development: Data and analysis to add more creative information to pitches and understand prospects’ industries. Which of the following is not a key way that IBISWorld helps DigitasLBi?

Data and background on clients
Help build client dossiers
Add more creative information to pitches
Help DigitasLBi to price loans, in conjunction with client metrics

Correct Answer

A. Help DigitasLBi to price loans, in conjunction with client metrics

Explanation

IBISWorld helps DigitasLBi by providing data and background on clients, helping to build client dossiers, and adding more creative information to pitches. However, it does not help DigitasLBi to price loans, in conjunction with client metrics.

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4.

Sales and Marketing are essentially the same functions serving the same cause.

True
False

Correct Answer

A. False

Explanation

Sales and Marketing are not essentially the same functions serving the same cause. While they both contribute to the overall goal of generating revenue for a company, they have distinct roles and responsibilities. Sales focuses on the direct selling of products or services to customers, while Marketing involves activities such as market research, advertising, and creating brand awareness. Marketing sets the foundation for sales by creating demand and identifying target markets, whereas sales focuses on converting that demand into actual sales. Therefore, Sales and Marketing are separate functions that work together to achieve the same goal, but they are not the same.

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5.

Which of the following is least likely to be a key question that will help a BDM understand a Sales & Business Development prospect's needs?

What sort of industry information do you use to help prepare for client meetings?
Do you include a background on the prospect’s industries in briefing notes?
How do you effectively benchmark your client’s growth, costs and key ratios against the industry’s average to judge risks?
What is the process for understanding a client’s/prospect’s industry?

Correct Answer

A. How do you effectively benchmark your client’s growth, costs and key ratios against the industry’s average to judge risks?

Explanation

This question is least likely to be a key question that will help a BDM understand a Sales & Business Development prospect's needs because it focuses on benchmarking and assessing risks, rather than understanding the client's specific needs and requirements. While benchmarking can be important in evaluating performance, it does not directly address the prospect's needs or provide insight into their specific industry challenges and goals. The other questions, on the other hand, inquire about industry information, background research, and the process for understanding the client's industry, which are more relevant to understanding their needs.

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6.

Which of the following is least likely to be a key question that will help a BDM understand the needs of a Marketing prospect?

What key criteria do you currently use when developing marketing for growth and winning new business?
How is information obtained and disseminated through your organization?
Do you have any uncommitted funds at the moment?
What is the process for understanding a client’s marketplace?

Correct Answer

A. Do you have any uncommitted funds at the moment?

Explanation

The question "Do you have any uncommitted funds at the moment?" is least likely to be a key question that will help a BDM understand the needs of a Marketing prospect. This question is more focused on the financial aspect of the prospect's organization rather than understanding their marketing needs. The other three questions are more relevant to understanding the prospect's marketing strategies, criteria, information flow, and marketplace understanding.

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7.

Which of the following are ways in which the Industry product helps Marketing clients?

Staying ahead of competition
Review compliance with administrative regulations
New product development
Uncover malpractice, theft, or fraud
Marketing segmentation
Identifying target markets

Correct Answer(s)

A. Staying ahead of competition
A. New product development
A. Marketing segmentation
A. Identifying target markets

Explanation

The Industry product helps Marketing clients in several ways. Firstly, it helps them stay ahead of the competition by providing insights and data on market trends, competitor strategies, and consumer behavior. This allows marketing clients to make informed decisions and develop effective marketing strategies. Secondly, the Industry product aids in new product development by providing market research and analysis, helping clients identify gaps in the market and develop innovative products. Additionally, the product assists in marketing segmentation by providing demographic, psychographic, and behavioral data, enabling clients to target specific customer segments effectively. Lastly, the product helps in identifying target markets by providing data on consumer preferences, needs, and buying behavior, allowing clients to focus their marketing efforts on the most profitable markets.

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8.

Which of the following are key Industry report sections used by Sales & Business Development clients?

Key Ratios
Major Markets
Major Players
Key Success Factors
Key External Drivers

Correct Answer(s)

A. Major Markets
A. Major Players
A. Key Success Factors
A. Key External Drivers

Explanation

Sales and Business Development clients often rely on industry reports to gather crucial information. Major Markets section provides insights into the size and growth potential of different markets within the industry, helping clients identify lucrative opportunities. Major Players section highlights the key competitors in the industry, enabling clients to understand the competitive landscape. Key Success Factors section outlines the critical factors that contribute to success in the industry, guiding clients in their strategic decision-making. Key External Drivers section identifies the external factors such as economic, technological, and regulatory trends that impact the industry, aiding clients in understanding the broader industry environment.

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9.

Which of the following are often key responsibilities of salespeople?

Conduct meetings and demonstrations
Restructure the company's operations, management or ownership
Pitch to prospective clients
Ensure legality of commercial transactions
Write proposals

Correct Answer(s)

A. Conduct meetings and demonstrations
A. Pitch to prospective clients
A. Write proposals

Explanation

Salespeople often have key responsibilities such as conducting meetings and demonstrations, pitching to prospective clients, and writing proposals. These activities are crucial for salespeople to effectively communicate the value of their products or services to potential customers. By conducting meetings and demonstrations, salespeople can showcase the features and benefits of their offerings, addressing any questions or concerns that potential clients may have. Pitching to prospective clients involves presenting a compelling sales pitch that highlights the unique selling points and advantages of the product or service. Additionally, writing proposals is essential for outlining the terms, conditions, and pricing of a potential deal, providing a formal document that outlines the proposed solution and the benefits it offers.

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10.

As discussed in the training PowerPoint Brian Tracy identifies four key marketing principles.

Precipitation
Market/Product Specialization
Segment your Market
Consolidate your Markets
Concentration of Resources
Business Differentiation

Correct Answer(s)

A. Market/Product Specialization
A. Segment your Market
A. Concentration of Resources
A. Business Differentiation

Explanation

The correct answer includes four key marketing principles: Market/Product Specialization, Segment your Market, Concentration of Resources, and Business Differentiation. These principles are identified by Brian Tracy in the training PowerPoint.

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Business Development And Marketing Quiz

A company's Marketing department often has a direct influence on activities like product development and strategy.

Quiz Preview

Within their companies, Sales departments are typically directed and supported by which two departments?

Sales and Marketing are essentially the same functions serving the same cause.

Which of the following is least likely to be a key question that will help a BDM understand a Sales & Business Development prospect's needs?

Which of the following is least likely to be a key question that will help a BDM understand the needs of a Marketing prospect?

Which of the following are ways in which the Industry product helps Marketing clients?

Which of the following are key Industry report sections used by Sales & Business Development clients?

Which of the following are often key responsibilities of salespeople?

As discussed in the training PowerPoint Brian Tracy identifies four key marketing principles.