K191-ind-au - Business Development & Marketing

10 Questions | Total Attempts: 33

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K191-ind-au - Business Development & Marketing

Please complete the following self-assessment quiz. Test your own knowledge but if necessary please refer back to the training materials, manuals and/or other relevant resources to complete the questions.


Questions and Answers
  • 1. 
    Which of the following are key Industry report sections used by Sales & Business Development clients? Select the best four answers.
    • A. 

      Key Ratios

    • B. 

      Major Markets

    • C. 

      Major Players

    • D. 

      Key Success Factors

    • E. 

      Key External Drivers

  • 2. 
    Within their companies, Sales departments are typically directed and supported by which two departments? 
    • A. 

      Operational Staff and Library

    • B. 

      Procurement and Clerical

    • C. 

      Marketing and Executive Management

    • D. 

      Library and Procurement

  • 3. 
    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?
    • A. 

      What sort of industry information do you use to help prepare for client meetings?

    • B. 

      Do you include a background on the prospect’s industries in briefing notes?

    • C. 

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

    • D. 

      What is the process for understanding a client’s/prospect’s industry?

  • 4. 
    Which of the following are often key responsibilities of salespeople? Select the best three answers.
    • A. 

      Conduct meetings and demonstrations

    • B. 

      Restructure the company's operations, management or ownership

    • C. 

      Pitch to prospective clients

    • D. 

      Ensure legality of commercial transactions

    • E. 

      Write proposals

  • 5. 
    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?
    • A. 

      Data and background on clients

    • B. 

      Help build client dossiers

    • C. 

      Add more creative information to pitches

    • D. 

      Help DigitasLBi to price loans, in conjunction with client metrics

  • 6. 
    Sales and Marketing are essentially the same function serving the same cause. True or False?
    • A. 

      True

    • B. 

      False

  • 7. 
    Which of the following are ways in which the Industry product helps Marketing clients? Select the best four answers.
    • A. 

      Staying ahead of competition

    • B. 

      Review compliance with administrative regulations

    • C. 

      New product development

    • D. 

      Uncover malpractice, theft, or fraud

    • E. 

      Marketing segmentation

    • F. 

      Identifying target markets

  • 8. 
    Which of the following is least likely to be a key question that will help a BDM understand the needs of a Marketing prospect?
    • A. 

      What key criteria do you currently use when developing marketing for growth and winning new business?

    • B. 

      How is information obtained and disseminated through your organization?

    • C. 

      Do you have any uncommitted funds at the moment?

    • D. 

      What is the process for understanding a client’s marketplace?

  • 9. 
    A company's Marketing department often has direct influence on activities like product development and strategy. True or False?
    • A. 

      True

    • B. 

      False

  • 10. 
    As discussed in the training power point Brian Tracy identifies four key marketing principles. Identify them from the list below (select the four that apply).
    • A. 

      Precipitation

    • B. 

      Market/Product Specialization

    • C. 

      Segment your Market

    • D. 

      Consolidate your Markets

    • E. 

      Concentration of Resources

    • F. 

      Business Differentiation

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