Question 1

What customer data is important to collect for CRM?

Accepted Answer

Customer contact information is essentia

Question 2

A salesperson is the owner of their customer's contact information.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is not a sales dashboard analytic for managers?

Accepted Answer

A)  Opportunities won and lost 
B)  Open cases 
C)  Pipeline 
D)  Access of various CRM areas 
E)  Customer service cases opened 
A)  Opportunities won and lost 
B)  Open cases 
C)  Pipeline 
D)  Access of various CRM areas 
E)  Customer service cases opened

Question 4

CRM helps us to develop an analytical framework to evaluate and segment customers based on productivity?

Accepted Answer

A) True 
 B)False

Question 5

What is a hard-wired network?

Accepted Answer

A hard-wired network is a comp

Question 6

Campaign management involves all but one of the following:

Accepted Answer

A)  E-mail 
B)  Direct mail 
C)  Targeted magazine advertising 
D)  Tracking offer performance 
E)  Tracking campaign expenses 
A)  E-mail 
B)  Direct mail 
C)  Targeted magazine advertising 
D)  Tracking offer performance 
E)  Tracking campaign expenses

Question 7

Why are PDAs so valuable to sales people?

Accepted Answer

These devices offer a variety of service

Question 8

The acronym VoIP stands for

Accepted Answer

A)  Variable Internet Protocol 
B)  Voice Over Internet Protocol 
C)  Voice Intelligence Protocol 
D)  Voice Internet Protocol 
E)  None of the above 
A)  Variable Internet Protocol 
B)  Voice Over Internet Protocol 
C)  Voice Intelligence Protocol 
D)  Voice Internet Protocol 
E)  None of the above

Question 9

What is the principal reason that so many CRM systems fail?

Accepted Answer

Many CRM programs fail because salespeop

Question 10

Wireless networks are

Accepted Answer

A)  Far more prevalent in small office applications 
B)  Far more prevalent in large businesses 
C)  Used only for mobile applications 
D)  More valuable to IT than Sales 
E)  All of the above 
A)  Far more prevalent in small office applications 
B)  Far more prevalent in large businesses 
C)  Used only for mobile applications 
D)  More valuable to IT than Sales 
E)  All of the above

Question 11

The acronym for WEP stands for

Accepted Answer

A)  Wireless Executive Protocol 
B)  Wireless Equivalent Privacy 
C)  Wireless Equivalency Protocol 
D)  Wireless Equalization Protocol 
E)  None of the above 
A)  Wireless Executive Protocol 
B)  Wireless Equivalent Privacy 
C)  Wireless Equivalency Protocol 
D)  Wireless Equalization Protocol 
E)  None of the above

Question 12

Contact management software is the same as CRM software.

Accepted Answer

A) True 
 B)False

Question 13

Small and large organizations share the same challenges in using computer networks.

Accepted Answer

A) True 
 B)False

Question 14

Web-based communication with the sales force works through intranet and Internet systems.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is not a benefit of an inside sales organization?

Accepted Answer

A)  Lower cost of coverage 
B)  More timely territory coverage 
C)  Better coverage of geographically disparate accounts 
D)  Better sales presentations 
E)  Less travel expense 
A)  Lower cost of coverage 
B)  More timely territory coverage 
C)  Better coverage of geographically disparate accounts 
D)  Better sales presentations 
E)  Less travel expense

Question 16

What is a simple solution to increase the sales acceptance of CRM?

Accepted Answer

The solution to participation in CRM, as

Question 17

Which of the following is not an advantage of on-demand CRM systems?

Accepted Answer

A)  Free software upgrades 
B)  Ease of use 
C)  Availability anywhere you can access the internet 24/7 
D)  No IT involvement 
E)  On-line training 
A)  Free software upgrades 
B)  Ease of use 
C)  Availability anywhere you can access the internet 24/7 
D)  No IT involvement 
E)  On-line training

Question 18

WANs and LANs require a variety of security devices, including firewall protection,password protection, and encryption.

Accepted Answer

A) True 
 B)False

Question 19

CRM systems are not important for motivating sales professionals.

Accepted Answer

A) True 
 B)False

Question 20

CRM programs allow sales teams to collaborate effectively on new businessopportunities.

Accepted Answer

A) True 
 B)False

What customer data is important to collect for CRM?

A salesperson is the owner of their customer's contact information.

Which of the following is not a sales dashboard analytic for managers?

CRM helps us to develop an analytical framework to evaluate and segment customers based on productivity?

What is a hard-wired network?

Campaign management involves all but one of the following:

Why are PDAs so valuable to sales people?

The acronym VoIP stands for

What is the principal reason that so many CRM systems fail?

Wireless networks are

The acronym for WEP stands for

Contact management software is the same as CRM software.

Small and large organizations share the same challenges in using computer networks.

Web-based communication with the sales force works through intranet and Internet systems.

Which of the following is not a benefit of an inside sales organization?

What is a simple solution to increase the sales acceptance of CRM?

Which of the following is not an advantage of on-demand CRM systems?

WANs and LANs require a variety of security devices, including firewall protection,password protection, and encryption.

CRM systems are not important for motivating sales professionals.

CRM programs allow sales teams to collaborate effectively on new businessopportunities.

Principles of CRM

History and Development of CRM

Relationship Marketing and Customer Relationship Management

Organization and CRM

CRM and Data Management

Technology and Data Platforms

Database and Customer Data Development

Sales Strategy and CRM

Marketing Strategy and CRM

CRM, Marketing Automation, and Communication

CRM Program Measurement and Tools

Privacy and Ethics Considerations

The Future of CRM

Filters

Exam 9: CRM, Technology, and Sales

What customer data is important to collect for CRM?

A salesperson is the owner of their customer's contact information.

Which of the following is not a sales dashboard analytic for managers?

CRM helps us to develop an analytical framework to evaluate and segment customers based on productivity?

What is a hard-wired network?

Campaign management involves all but one of the following:

Why are PDAs so valuable to sales people?

The acronym VoIP stands for

What is the principal reason that so many CRM systems fail?

Wireless networks are

The acronym for WEP stands for

Contact management software is the same as CRM software.

Small and large organizations share the same challenges in using computer networks.

Web-based communication with the sales force works through intranet and Internet systems.

Which of the following is not a benefit of an inside sales organization?

What is a simple solution to increase the sales acceptance of CRM?

Which of the following is not an advantage of on-demand CRM systems?

WANs and LANs require a variety of security devices, including firewall protection,password protection, and encryption.

CRM systems are not important for motivating sales professionals.

CRM programs allow sales teams to collaborate effectively on new businessopportunities.

Principles of CRM

History and Development of CRM

Relationship Marketing and Customer Relationship Management

Organization and CRM

CRM and Data Management

Technology and Data Platforms

Database and Customer Data Development

Sales Strategy and CRM

Marketing Strategy and CRM

CRM, Marketing Automation, and Communication

CRM Program Measurement and Tools

Privacy and Ethics Considerations

The Future of CRM

Filters