Q1. There are several major segmentation variables that might be used by a marketer to address a consumer market. If the marketer were to use social class, psychographic lifestyle and readiness stage to segment its market, identify the possible segmentation subcategories under each of the three. For example, if we were to segment based on usage rate subcategories would be light user, medium user and heavy user.

Q2. The days when all the sales force did was "sell, sell and sell" are long gone. Today companies need to define the specific objectives they want their sales force to achieve. The specific allocation scheme depends upon the kind of products and customers that the sales person is selling. However, regardless of the selling contest, sales people will have one or more specific tasks to perform. List these tasks and explain.

Q3. Less than 10% of all new products are truly innovative and new to world. In producing a new-to-the-world product, a firm and a market face increased pressures in what two areas.

Please give the answers at least in 200 words.