Question 1

Which of the following is not a typical demand on a sales force?

Accepted Answer

A)  Prospecting 
B)  Lead qualification 
C)  Networking 
D)  Product cube requirements 
E)  Presentation strategies 
A)  Prospecting 
B)  Lead qualification 
C)  Networking 
D)  Product cube requirements 
E)  Presentation strategies

Question 2

What is the principal responsibility of a sales representative?

Accepted Answer

A salesperson's principle responsibility

Question 3

CRM is technology dependent.

Accepted Answer

A) True 
 B)False

Question 4

Depending on the CRM system and metrics displayed, a sales manager can access a variety of analytics to coach his or her people to improve performance in selling.

Accepted Answer

A) True 
 B)False

Question 5

A. C. Nielsen organizes all retailer scanner data for sale to manufacturers.

Accepted Answer

A) True 
 B)False

Question 6

When we evaluate the impact of CRM and its ability to improve companyprofitability, which of the following analytics are not used?

Accepted Answer

A)  ROI 
B)  Sales opportunities closed 
C)  Prediction accuracy 
D)  Major sales-event tracking 
E)  Shipments deliver on time 
A)  ROI 
B)  Sales opportunities closed 
C)  Prediction accuracy 
D)  Major sales-event tracking 
E)  Shipments deliver on time

Question 7

What is the best approach to secure sales force participation in CRM?

Accepted Answer

A)  Reduce commission or bonus for non-participation 
B)  Threaten the jobs for non-compliant salespeople 
C)  Involve sales people in the adoption process 
D)  Provide financial benefit for participation 
E)  None of the above 
A)  Reduce commission or bonus for non-participation 
B)  Threaten the jobs for non-compliant salespeople 
C)  Involve sales people in the adoption process 
D)  Provide financial benefit for participation 
E)  None of the above

Question 8

What group in an organization is responsible for managing the daily business of the customer?

Accepted Answer

Customer service manages much

Question 9

CRM has value to sales people in all but which area?

Accepted Answer

A)  Saving time 
B)  Saving travel 
C)  Saving effort 
D)  Improving productivity 
E)  Streamlining decisions 
A)  Saving time 
B)  Saving travel 
C)  Saving effort 
D)  Improving productivity 
E)  Streamlining decisions

Question 10

Buyers purchase for their reasons, not those of a sales representative.

Accepted Answer

A) True 
 B)False

Question 11

What is a "Dashboard"?

Accepted Answer

Dashboards are a CRM graphic feature, en

Question 12

What are the external challenges being faced by sales forces today?

Accepted Answer

Externally, sales forces are competing w

Question 13

CRM systems provide for superior relationship management for all but which one of the following reasons:

Accepted Answer

A)  Accurate 
B)  Focused 
C)  Timely 
D)  Comprehensive 
E)  Centrally located 
A)  Accurate 
B)  Focused 
C)  Timely 
D)  Comprehensive 
E)  Centrally located

Question 14

What is the one word that best describes the foundation of successful buyer and seller relationships?

Accepted Answer

The answer of What is the one word that best...

Question 15

The acronym ACV stands for

Accepted Answer

A)  All Channel Volume 
B)  All Customer Volume 
C)  All Consumer Volume 
D)  All Cost Variance 
E)  All Commodity Volume 
A)  All Channel Volume 
B)  All Customer Volume 
C)  All Consumer Volume 
D)  All Cost Variance 
E)  All Commodity Volume

Question 16

Internal challenges confronting sales today include

Accepted Answer

A)  Managing customer requests 
B)  Integrating sales force automation tools 
C)  Managing channel partners 
D)  Controlling management apathy 
E)  Controlling too many employees 
A)  Managing customer requests 
B)  Integrating sales force automation tools 
C)  Managing channel partners 
D)  Controlling management apathy 
E)  Controlling too many employees

Question 17

What are the internal challenges being faced by sales forces today?

Accepted Answer

The internal challenges include integrat

Question 18

At its core CRM is

Accepted Answer

A)  A means to secure customer information 
B)  An opportunity to get everyone informed 
C)  A system to integrate departments 
D)  A disciplined approach to customer management 
E)  A means to manage customers automatically 
A)  A means to secure customer information 
B)  An opportunity to get everyone informed 
C)  A system to integrate departments 
D)  A disciplined approach to customer management 
E)  A means to manage customers automatically

Question 19

The greatest challenge for companies looking to use CRM is clearly demonstrating the financial benefit to a salesperson.

Accepted Answer

A) True 
 B)False

Question 20

The acronym FSP stands for

Accepted Answer

A)  Frequent Shopper Program 
B)  Frequent Shopper Promotion 
C)  Frequent Shopper Premium 
D)  Frequent Shopper Presentation 
E)  Frequent Services Program 
A)  Frequent Shopper Program 
B)  Frequent Shopper Promotion 
C)  Frequent Shopper Premium 
D)  Frequent Shopper Presentation 
E)  Frequent Services Program

Which of the following is not a typical demand on a sales force?

What is the principal responsibility of a sales representative?

CRM is technology dependent.

Depending on the CRM system and metrics displayed, a sales manager can access a variety of analytics to coach his or her people to improve performance in selling.

A. C. Nielsen organizes all retailer scanner data for sale to manufacturers.

When we evaluate the impact of CRM and its ability to improve companyprofitability, which of the following analytics are not used?

What is the best approach to secure sales force participation in CRM?

What group in an organization is responsible for managing the daily business of the customer?

CRM has value to sales people in all but which area?

Buyers purchase for their reasons, not those of a sales representative.

What is a "Dashboard"?

What are the external challenges being faced by sales forces today?

CRM systems provide for superior relationship management for all but which one of the following reasons:

What is the one word that best describes the foundation of successful buyer and seller relationships?

The acronym ACV stands for

Internal challenges confronting sales today include

What are the internal challenges being faced by sales forces today?

At its core CRM is

The greatest challenge for companies looking to use CRM is clearly demonstrating the financial benefit to a salesperson.

The acronym FSP stands for

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

CRM, Technology, and Sales

Marketing Strategy and CRM

CRM, Marketing Automation, and Communication

CRM Program Measurement and Tools

Privacy and Ethics Considerations

The Future of CRM

Filters

Exam 8: Sales Strategy and CRM

Which of the following is not a typical demand on a sales force?

What is the principal responsibility of a sales representative?

CRM is technology dependent.

Depending on the CRM system and metrics displayed, a sales manager can access a variety of analytics to coach his or her people to improve performance in selling.

A. C. Nielsen organizes all retailer scanner data for sale to manufacturers.

When we evaluate the impact of CRM and its ability to improve companyprofitability, which of the following analytics are not used?

What is the best approach to secure sales force participation in CRM?

What group in an organization is responsible for managing the daily business of the customer?

CRM has value to sales people in all but which area?

Buyers purchase for their reasons, not those of a sales representative.

What is a "Dashboard"?

What are the external challenges being faced by sales forces today?

CRM systems provide for superior relationship management for all but which one of the following reasons:

What is the one word that best describes the foundation of successful buyer and seller relationships?

The acronym ACV stands for

Internal challenges confronting sales today include

What are the internal challenges being faced by sales forces today?

At its core CRM is

The greatest challenge for companies looking to use CRM is clearly demonstrating the financial benefit to a salesperson.

The acronym FSP stands for

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

CRM, Technology, and Sales

Marketing Strategy and CRM

CRM, Marketing Automation, and Communication

CRM Program Measurement and Tools

Privacy and Ethics Considerations

The Future of CRM

Filters