- (Topic 1)
Which of the following practices has improved management of the customer pipeline?

1. A. Reverse auctions
2. B. Sales force automation
3. C. Finite capacity planning
4. D. Point-of-purchase metrics

Correct Answer: :B

- (Topic 3)
A company has recently implemented a vendor-managed inventory (VMI) program with several key suppliers but quality issues are disrupting production. Which of the following actions would be more effective in dealing with these issues?

1. A. Tighten the quality tolerances
2. B. Implement a supplier certification program
3. C. Implement quality inspection at the receiving dock
4. D. Charge back to the supplier the rework and scrap costs

Correct Answer: B

- (Topic 3)
A large retailer has negotiated buyback contracts with several suppliers. The suppliers typically will need which of the following systems to effectively implement the contracts?

1. A. Point-of-sale tracking
2. B. Well-developed reverse logistics
3. C. Monitoring the retailer's revenue
4. D. Sales incentives to reward the retailer

Correct Answer: B

- (Topic 1)
A company plans to maximize profitability by charging more for its products at retail locations than on its website. Which of the following segmentation strategies would best support this plan?

1. A. Group
2. B. Channel
3. C. Regional
4. D. Location

Correct Answer: :B

- (Topic 3)
Which of the following statements best identifies the value of using a supplier rating system?

1. A. It provides an objective means for a company to determine outstanding suppliers.
2. B. It allows customers to post chargebacks to suppliers.
3. C. It offers a company an effective way to control suppliers' delivery processes.
4. D. It ensures that all suppliers are using the same quality standards to manufacture products.

Correct Answer: A