1. Using historical data to predict future sales is called a __________.

	a.	test marketing
	b.	surveys of buying intentions
	c.	time-series technique
	d.	counting method

2. Manufacturing, marketing, procurement, customer service, and sales all improve with an effective sales and operational planning process. The following are characteristics of successful S&OP programs except:

	a.	strategy
	b.	process
	c.	intent
	d.	performance

3. Recruiting the sales force includes all of the following activities except:

	a.	identifying sources of potential sales recruits
	b.	identifying methods of reaching sales recruits
	c.	training sales recruits
	d.	all the above