PSYC 515 EXAM PREP QUESTIONS AND
SOLUTIONS 2026 ACCURATE PRACTICE
RESOURCE
▶ Vertical competition Answer: Vertical competition is when the
manufacturer competes with its partners. It is possible for a firm to compete
with a firm in one channel, yet cooperate with it in another.
▶ Retailing Answer: General merchandise retailers like department stores
carry more breadth, but are typically not deep in any given line.
Specialty stores like toy stores carry depth, but not breadth.
▶ Frontstage operations Answer: Front-stage are those activities visible to
the customers while backstage are elements customers do not see
▶ Backstage operations Answer: Backstage activities must be run
efficiently to support frontstage operations; for example, technology plays a
critical role in streamlining self-service checkouts at retail stores. Retailers
must ask what parts of the process flow smoothly? What parts do not?
What parts of the process might be streamlined or eliminated altogether.
▶ Site selection models Answer: Predict sales as a function of population
density and proportions of target demographic presence in potential site
areas.
▶ Environmental data Answer: Includes income and social class
distributions, median ages, and household composition.
▶ What are key sales force issues? Answer: Sales force size and
compensation issues.
▶ Sales Force Size Answer: Determined through expected workload by
considering how many customers are served, the frequency of contact, and
the average duration of the contact.
, ▶ Sales compensation Answer: Usually salary and plus bonuses and the
key issue is the proportion. Sales performance evaluation factors include
sales, time spent with clients, expertise, knowledge, attitudes, days worked,
and sales expenses
The three top complaints of salespeople by business-to -business
customers include the salesperson isn't following my company's buying
process, the salesperson doesn't listen to my needs, and the salesperson
didn't bother to follow up.
▶ Selling Company produces its product in batches of 100, yet its average
customer only purchases ten at a time. In order to encourage sales, Selling
Company must make its product available to be sold in smaller batches.
This process is known as blank_______. Answer: Breaking bulk
▶ The upstream partners that a company has to deal with are its suppliers,
also known as the _____. Answer: Supply chain
▶ ______ strategies are incentives a manufacturer offers to its distribution
partners such as dealers, wholesalers, retailers, and the like to sell
products to the end-users. Answer: Push marketing
▶ Two major issues make up the essence of the sales force: How many
salespeople should we have, and ____? Answer: how should salespeople
be compensated for their efforts
▶ Intensive distribution usually goes with heavy_____, lower prices, and
average or lower quality products. Answer: Promotion
▶ Qualitative marketing research Answer: Interviews, focus groups,
observations, ethnographies
▶ Qualitative marketing research Answer: Surveys, experiments, scanner
data analysis
▶ Secondary vs. Primary Data Answer: 1. Secondary: previously gathered
(e.g., in the library, online); they're quick and cheap to obtain.
2. Primary: new data gathered to solve current problem
SOLUTIONS 2026 ACCURATE PRACTICE
RESOURCE
▶ Vertical competition Answer: Vertical competition is when the
manufacturer competes with its partners. It is possible for a firm to compete
with a firm in one channel, yet cooperate with it in another.
▶ Retailing Answer: General merchandise retailers like department stores
carry more breadth, but are typically not deep in any given line.
Specialty stores like toy stores carry depth, but not breadth.
▶ Frontstage operations Answer: Front-stage are those activities visible to
the customers while backstage are elements customers do not see
▶ Backstage operations Answer: Backstage activities must be run
efficiently to support frontstage operations; for example, technology plays a
critical role in streamlining self-service checkouts at retail stores. Retailers
must ask what parts of the process flow smoothly? What parts do not?
What parts of the process might be streamlined or eliminated altogether.
▶ Site selection models Answer: Predict sales as a function of population
density and proportions of target demographic presence in potential site
areas.
▶ Environmental data Answer: Includes income and social class
distributions, median ages, and household composition.
▶ What are key sales force issues? Answer: Sales force size and
compensation issues.
▶ Sales Force Size Answer: Determined through expected workload by
considering how many customers are served, the frequency of contact, and
the average duration of the contact.
, ▶ Sales compensation Answer: Usually salary and plus bonuses and the
key issue is the proportion. Sales performance evaluation factors include
sales, time spent with clients, expertise, knowledge, attitudes, days worked,
and sales expenses
The three top complaints of salespeople by business-to -business
customers include the salesperson isn't following my company's buying
process, the salesperson doesn't listen to my needs, and the salesperson
didn't bother to follow up.
▶ Selling Company produces its product in batches of 100, yet its average
customer only purchases ten at a time. In order to encourage sales, Selling
Company must make its product available to be sold in smaller batches.
This process is known as blank_______. Answer: Breaking bulk
▶ The upstream partners that a company has to deal with are its suppliers,
also known as the _____. Answer: Supply chain
▶ ______ strategies are incentives a manufacturer offers to its distribution
partners such as dealers, wholesalers, retailers, and the like to sell
products to the end-users. Answer: Push marketing
▶ Two major issues make up the essence of the sales force: How many
salespeople should we have, and ____? Answer: how should salespeople
be compensated for their efforts
▶ Intensive distribution usually goes with heavy_____, lower prices, and
average or lower quality products. Answer: Promotion
▶ Qualitative marketing research Answer: Interviews, focus groups,
observations, ethnographies
▶ Qualitative marketing research Answer: Surveys, experiments, scanner
data analysis
▶ Secondary vs. Primary Data Answer: 1. Secondary: previously gathered
(e.g., in the library, online); they're quick and cheap to obtain.
2. Primary: new data gathered to solve current problem
