Planning process

Correct answer: B. Identifying alternative courses of action

Repairing the old machine and buying a new one are two alternatives. In exams treat whether this or that as identifying alternatives.

Correct answer: C. Evaluating alternatives

Comparison of cost production and risk is evaluation. In exams connect trade off analysis with evaluation.

Correct answer: A. Selecting an alternative

A combination can also be a selected alternative. In exams understand final combined decision as selection.

Correct answer: D. Implementing the plan

Issuing orders and schedule is implementation. In exams connect issue orders with implementation.

Correct answer: B. Follow up action

Target and actual output comparison is done in follow up. In exams treat actual target comparison as follow up.

Correct answer: A. Objectives then premises then identifying alternatives then evaluation then selection then implementation then follow up

Planning starts with objectives and ends with follow up. In exams memorise the full sequence once.

Correct answer: D. Identifying alternatives

Searching market options is alternative identification. In exams treat possible markets after target as alternatives.

Correct answer: A. Government tax policy may change

Government tax policy is an outside assumption. In exams treat government policy as an external premise.

Correct answer: B. Current production capacity of the company

Current production capacity is an internal condition. In exams treat internal resources as internal premises.

Correct answer: C. Evaluating alternatives

Evaluation of alternatives should be objective based. In exams treat personal preference based comparison as faulty evaluation.

Correct answer: A. Selecting an alternative

Not taking the final decision is delay in selection. In exams treat missing final approval as a selection issue.

Correct answer: B. Communicating the selected plan and giving instructions

Clear communication of the plan is necessary for implementation. In exams treat employees not informed as an implementation problem.

Correct answer: C. Make the objective more realistic and measurable

When a target is unrealistic the objective should be corrected. In exams connect next cycle learning with first step correction.

Correct answer: D. Taking corrective action on lower than target result

Corrective action after result is follow up. In exams connect the words after result with follow up.

Correct answer: A. Developing premises

The correct answer is A, developing premises. Planning premises are assumptions and forecasts about future conditions that influence the plan, such as market demand, customer behaviour, prices, competition and economic conditions. A rural-market plan should use relevant rural data or clearly justified forecasts. Treating city data as if it represented rural customers creates an unsuitable premise before alternatives are evaluated or a plan is selected. Selecting an alternative occurs after possible plans have been compared. Implementation means carrying out the selected plan, and follow-up means reviewing results and correcting deviations. Because the error lies in the information and assumptions used as the planning base, the premises stage went wrong.

Correct answer: B. Better options may be missed

If alternatives are not searched good ways may be missed. In exams treat skipped alternatives as poor planning.

Correct answer: B. Comparing three distribution options and then finally choosing courier

Comparison is evaluation and final choosing is selection. In exams connect the two actions with different steps.

Correct answer: C. Developing premises and evaluating alternatives

Without understanding reasons premises and evaluation become weak. In exams treat premature implementation as a process gap.

Correct answer: A. Setting objectives

The direct answer is A, setting objectives. A target number tells the sales team exactly what result it is expected to achieve, such as a quantity, value or percentage. If the team receives a strategy but no target numbers, the desired result was not stated clearly at the beginning. Therefore the first weakness is objective setting. Option A is correct because objectives give direction and measurable standards for later evaluation. Option B is wrong because follow-up happens after implementation and cannot replace a missing target. Option C is wrong because identifying alternatives concerns possible methods, not the result to be achieved. Option D is wrong because evaluating alternatives compares possible methods; it does not create the target itself. Memory cue: “how much, by when, and what result?” belongs to objectives.

Correct answer: D. Developing premises

Interest rate estimate is a planning premise. In exams treat missing financial forecast as lack of premises.

Correct answer: A. Which option has better cost benefit and risk for the organisation

Evaluation studies cost benefit and risk of alternatives. In exams choose the question with relevant criteria.

Correct answer: B. It supports implementation

Secondary plans help implement the main plan. In exams treat supporting plans as implementation support.

Correct answer: A. Actual demand differed from target and next estimates were improved using reasons

Facts from follow up improve premises next time. In exams treat learning from results as a feedback loop.

Correct answer: B. Without objective the direction of action is not clear

Objective should be set before starting action. In exams remember the rule direction before action.

Correct answer: D. Evaluating alternatives

Checking closeness to objective is evaluation of alternatives. In exams treat closest to objective as an evaluation clue.