设:在某国市场同时有五种品牌的80克纸。下表中,分列第二、第三列的数字,是供应商1月、2月提供的价格,列的数字是在终端用户的价差。
月提供的价格,
e Review and approve sales KPI and MBO o
f the GM and local marketin
g team
审批总经理和本地市场部员工的销售目标(KPI和MBO)
8A Channel is important for the following reasons
渠道之所以重要的原因是因为
a Different competition and challenges in each channel
不同渠道有各自的竞争和挑战
b Different trade spending priority
不同贸易有各自的经费投入先后
c Different buying behavior of channel members
不同的渠道有各自的购买方式或行为
d An excus
e to spend more
只是需要用钱的借口
e Different flow o
f goods to end users
不同终端用户有各自的物流方式
9Below are 4 ways copier paper is sold to the corporate office in a country.
下述是复印纸销往某地某公司办公室的四种方式:
I Producer --> Distributor --> Wholesaler --> Retailer -->Corporate Office
生产商 -> 分销商 -> 批发商 -> 零售商 -> 公司办公室
II Producer --> Distributor --> Wholesaler -->Corporate Office
生产商 -> 分销商 -> 批发商 -> 公司办公室
III Producer --> Distributor -->Corporate Office
生产商 -> 分销商 -> 公司办公室
IV Producer -->Corporate Office
生产商 -> 公司办公室
Which of the options below correctly identifies the TIER LEVEL at which corporate office buys?
下面哪个选项能够正确表现公司办公室用户的层级?
a I - T4, II - T3, III - T2, IV - T2
b I - T5, II - T3, III - T3, IV - T2
c I - T5, II - T4, III - T3, IV - T2
d I - T4, II - T4, III - T3, IV - T2
e I - T4, II - T3, III - T2, IV - T1
10What are acceptable/good examples of a KPI
下面哪种KPI的设定是符合要求的?
a To increase the distribution by selling to 5 new stationery shops.
通过向5间文具店销售来提高分销量。
b To sell DA to 10 new outlets in January
在一月份里向10间专营店销售DA纸。
c To sell DA to 10 new outlets in January with an average consumption of 20 reams per
在1月份里向10间新专营店销售DA复印纸,平均每月销售20包。
d To sell DA during th
e promotion period
促销期间销售DA纸。
e To sell 20 mt o
f DA, an increase of 3 mt durin
g promotion period
促销期间累计销售20万吨DA纸,增加3万吨的销量。
Part3
the net n
是供应商1月、2月提供的价格,第四
是供应商1
e Pan………………………….
eting Executive……………………….………………………….