CMC Sales & Channel Management Flashcards
6 cards from real CMC practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CMC Sales & Channel Management flashcards as text
What is the primary purpose of a marketing channel in the distribution process?
Answer: To move products from producers to consumers
A marketing channel's primary purpose is to efficiently move products and services from producers to end consumers.
Which channel strategy involves a manufacturer selling exclusively through one retailer in a given territory?
Answer: Exclusive distribution
Exclusive distribution grants a single retailer the right to sell a product within a specific geographic territory.
A push strategy in channel management primarily targets:
Answer: Channel intermediaries through trade promotions
A push strategy directs marketing efforts at intermediaries—like wholesalers and retailers—using trade promotions to encourage stocking and selling the product.
Channel conflict most commonly occurs when:
Answer: Different channel members compete for the same customers
Channel conflict arises when different channel members compete for the same customers, undermining each other's sales efforts.
Which metric best measures a sales team's efficiency in converting leads to customers?
Answer: Conversion rate
Conversion rate measures the percentage of leads that result in actual sales, directly reflecting a sales team's efficiency.
Sales force automation (SFA) is primarily designed to:
Answer: Streamline and manage sales activities and data
SFA systems streamline sales activities such as contact management, pipeline tracking, and reporting to improve team productivity.