Question 1

Customer loyalty is a function of which of the following components-

Accepted Answer

A)  customer satisfaction and customer commitment 
B)  customer share and customer service 
C)  customer share and customer commitment 
D)  customer service and customer commitment 
A)  customer satisfaction and customer commitment 
B)  customer share and customer service 
C)  customer share and customer commitment 
D)  customer service and customer commitment

Question 2

__________ is characterized by both buyer and seller recognizing that each transaction is just one in a series of purchase agreements and the exchange environment manifests a spirit of cooperation between buyer and seller.

Accepted Answer

A)  strategic partnerships 
B)  relational selling 
C)  transactional selling 
D)  none of the above 
A)  strategic partnerships 
B)  relational selling 
C)  transactional selling 
D)  none of the above

Question 3

Customer-oriented salespersons are motivated to maximize sales from each contact even if a product does not best match customer needs and desires.

Accepted Answer

A) True 
 B)False

Question 4

The exploratory statistical analysis of the data in the data warehouse, which aims to reveal relationships that allow customers to be targeted more accurately, is known as __________.

Accepted Answer

A)  click-stream analysis 
B)  data mining 
C)  database marketing 
D)  CRM intelligence 
A)  click-stream analysis 
B)  data mining 
C)  database marketing 
D)  CRM intelligence

Question 5

Production oriented companies focus on making what could be sold, not selling what is made.

Accepted Answer

A) True 
 B)False

Question 6

CRM software converts information into data that can be used in solving a sales manager's problem refers to __________.

Accepted Answer

A)  click-stream analysis 
B)  data mining 
C)  database marketing 
D)  CRM intelligence 
A)  click-stream analysis 
B)  data mining 
C)  database marketing 
D)  CRM intelligence

Customer loyalty is a function of which of the following components-

__________ is characterized by both buyer and seller recognizing that each transaction is just one in a series of purchase agreements and the exchange environment manifests a spirit of cooperation between buyer and seller.

Customer-oriented salespersons are motivated to maximize sales from each contact even if a product does not best match customer needs and desires.

The exploratory statistical analysis of the data in the data warehouse, which aims to reveal relationships that allow customers to be targeted more accurately, is known as __________.

Production oriented companies focus on making what could be sold, not selling what is made.

CRM software converts information into data that can be used in solving a sales manager's problem refers to __________.

Introduction to Sales Force Management and Its Evolving Roles

Managing Ethics in a Sales Environment

The Selling Process

Sales Forecasting and Budgeting

Sales Force Planning and Organizing

Time and Territory Management

Recruiting and Selecting the Sales Force

Training the Sales Force

Sales Force Leadership

Sales Force Motivation

Sales Force Compensation

Sales Organization Audit and Sales Analytics

Sales Force Performance Evaluation

Filters

Exam 3: Customer Relationship Management Crm and Building Partnerships

Customer loyalty is a function of which of the following components-

__________ is characterized by both buyer and seller recognizing that each transaction is just one in a series of purchase agreements and the exchange environment manifests a spirit of cooperation between buyer and seller.

Customer-oriented salespersons are motivated to maximize sales from each contact even if a product does not best match customer needs and desires.

The exploratory statistical analysis of the data in the data warehouse, which aims to reveal relationships that allow customers to be targeted more accurately, is known as __________.

Production oriented companies focus on making what could be sold, not selling what is made.

CRM software converts information into data that can be used in solving a sales manager's problem refers to __________.

Introduction to Sales Force Management and Its Evolving Roles

Managing Ethics in a Sales Environment

The Selling Process

Sales Forecasting and Budgeting

Sales Force Planning and Organizing

Time and Territory Management

Recruiting and Selecting the Sales Force

Training the Sales Force

Sales Force Leadership

Sales Force Motivation

Sales Force Compensation

Sales Organization Audit and Sales Analytics

Sales Force Performance Evaluation

Filters