Question 1

The current market for server-based CRM is focused on

Accepted Answer

A)  Small companies with sales volume under $100,000,000 
B)  Medium-sized companies between $100 and $900,000,000 
C)  Enterprises 100,000,000,000 plus 
D)  Answers B and C 
E)  Answers A and B 
A)  Small companies with sales volume under $100,000,000 
B)  Medium-sized companies between $100 and $900,000,000 
C)  Enterprises 100,000,000,000 plus 
D)  Answers B and C 
E)  Answers A and B

Question 2

New methodology will provide forecasting accuracy improvements within CRM that will allow forecast accuracy rates approximately ____percent of the time versus the current rate of ____percent.

Accepted Answer

A)  50 - 50 
B)  90 - 10 
C)  80 - 60 
D)  70 - 30 
E)  None of the above applies. 
A)  50 - 50 
B)  90 - 10 
C)  80 - 60 
D)  70 - 30 
E)  None of the above applies.

Question 3

Why are alternative territory management models being explored?

Accepted Answer

Alternative territory manageme

Question 4

Which of the following entities within organizations is likely to become moreimportant in the future?

Accepted Answer

A)  Accounting 
B)  Finance 
C)  Corporate Planning 
D)  Customer Service 
E)  None of the above is likely to become more important. 
A)  Accounting 
B)  Finance 
C)  Corporate Planning 
D)  Customer Service 
E)  None of the above is likely to become more important.

Question 5

The future of CRM is dependent on all but one of the following:

Accepted Answer

A)  Simpler systems 
B)  Time to learn systems 
C)  The opportunity to become proficient at CRM 
D)  More customer support of CRM 
E)  All the above are reasons for future success. 
A)  Simpler systems 
B)  Time to learn systems 
C)  The opportunity to become proficient at CRM 
D)  More customer support of CRM 
E)  All the above are reasons for future success.

Question 6

CRM's value to employees and in particular salespeople will only be recognized when the value of inputting data into CRM systems becomes personally rewarding.

Accepted Answer

A) True 
 B)False

Question 7

The future of CRM technology promises no significant improvement in CRMfunctionality due to the volatility of technology platforms.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is not a benefit of on-demand CRM applications?

Accepted Answer

A)  Connectivity 
B)  Simplicity 
C)  Little or no IT involvement 
D)  Data control 
E)  None of the above 
A)  Connectivity 
B)  Simplicity 
C)  Little or no IT involvement 
D)  Data control 
E)  None of the above

Question 9

Which of the following is not a benefit of sever -based CRM systems?

Accepted Answer

A)  Customization 
B)  Full functionality 
C)  Control of data 
D)  Low cost 
E)  All are benefits of server based CRM. 
A)  Customization 
B)  Full functionality 
C)  Control of data 
D)  Low cost 
E)  All are benefits of server based CRM.

Question 10

Advancing technology has made possible better ________segmentation and enhanced targeting of customer communication and promotion, while providing better data retrieval than ever before.

Accepted Answer

A)  Consumer 
B)  Marketing 
C)  Direct marketing 
D)  Customer 
E)  Initial 
A)  Consumer 
B)  Marketing 
C)  Direct marketing 
D)  Customer 
E)  Initial

Question 11

In the future CRM system usage will increase for all but one of the following reasons:

Accepted Answer

A)  Easier systems 
B)  Improved functionality 
C)  Understanding system benefit 
D)  System speed 
E)  All of the above are reasons. 
A)  Easier systems 
B)  Improved functionality 
C)  Understanding system benefit 
D)  System speed 
E)  All of the above are reasons.

Question 12

Simplicity or ease of use is the most beneficial feature of on-demand CRM systems.

Accepted Answer

A) True 
 B)False

Question 13

Over 60 % of implementing a server-based CRM system may not be the systems price.

Accepted Answer

A) True 
 B)False

Question 14

Why are the majority of U.S. companies still foundering with CRM?

Accepted Answer

The promise of CRM systems will only be

Question 15

For CRM to be more effective in the future, which of the following is not true?

Accepted Answer

A)  Technology must improve. 
B)  Organizational structure changes will be required. 
C)  Marketing will have to refocus spending. 
D)  New sales structure will be necessary. 
E)  All of the above will be required to ensure proper customer service. 
A)  Technology must improve. 
B)  Organizational structure changes will be required. 
C)  Marketing will have to refocus spending. 
D)  New sales structure will be necessary. 
E)  All of the above will be required to ensure proper customer service.

Question 16

In order to compete with server-based applications, for enterprise applications additional functionality will have to be added to current on-demand CRM systems.

Accepted Answer

A) True 
 B)False

Question 17

Current server-based CRM providers are investing in the development of on-demand CRM systems.

Accepted Answer

A) True 
 B)False

Question 18

Technical improvements in CRM will be matched by what technical advancement in what other area to improve company performance?

Accepted Answer

Improvements in CRM

Question 19

____ million baby boomers are approaching retirement with ____ million Gen Xers ready to take their place.

Accepted Answer

A)  30 and 60 
B)  70 and 30 
C)  50 and 50 
D)  80 and 40 
E)  40 and 40 
A)  30 and 60 
B)  70 and 30 
C)  50 and 50 
D)  80 and 40 
E)  40 and 40

Question 20

When industries consolidate, which of the following is not true?

Accepted Answer

A)  Customers gain leverage 
B)  Volumes for particular accounts increase 
C)  Products become commodities 
D)  Promotion management becomes more difficult 
E)  None of the above answers are true 
A)  Customers gain leverage 
B)  Volumes for particular accounts increase 
C)  Products become commodities 
D)  Promotion management becomes more difficult 
E)  None of the above answers are true

The current market for server-based CRM is focused on

New methodology will provide forecasting accuracy improvements within CRM that will allow forecast accuracy rates approximately percent of the time versus the current rate of percent.

Why are alternative territory management models being explored?

Which of the following entities within organizations is likely to become moreimportant in the future?

The future of CRM is dependent on all but one of the following:

CRM's value to employees and in particular salespeople will only be recognized when the value of inputting data into CRM systems becomes personally rewarding.

The future of CRM technology promises no significant improvement in CRMfunctionality due to the volatility of technology platforms.

Which of the following is not a benefit of on-demand CRM applications?

Which of the following is not a benefit of sever -based CRM systems?

Advancing technology has made possible better ________segmentation and enhanced targeting of customer communication and promotion, while providing better data retrieval than ever before.

In the future CRM system usage will increase for all but one of the following reasons:

Simplicity or ease of use is the most beneficial feature of on-demand CRM systems.

Over 60 % of implementing a server-based CRM system may not be the systems price.

Why are the majority of U.S. companies still foundering with CRM?

For CRM to be more effective in the future, which of the following is not true?

In order to compete with server-based applications, for enterprise applications additional functionality will have to be added to current on-demand CRM systems.

Current server-based CRM providers are investing in the development of on-demand CRM systems.

Technical improvements in CRM will be matched by what technical advancement in what other area to improve company performance?

million baby boomers are approaching retirement with million Gen Xers ready to take their place.

When industries consolidate, which of the following is not true?

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

CRM, Technology, and Sales

Marketing Strategy and CRM

CRM, Marketing Automation, and Communication

CRM Program Measurement and Tools

Privacy and Ethics Considerations

Filters

Exam 14: The Future of CRM

The current market for server-based CRM is focused on

New methodology will provide forecasting accuracy improvements within CRM that will allow forecast accuracy rates approximately ____percent of the time versus the current rate of ____percent.

Why are alternative territory management models being explored?

Which of the following entities within organizations is likely to become moreimportant in the future?

The future of CRM is dependent on all but one of the following:

CRM's value to employees and in particular salespeople will only be recognized when the value of inputting data into CRM systems becomes personally rewarding.

The future of CRM technology promises no significant improvement in CRMfunctionality due to the volatility of technology platforms.

Which of the following is not a benefit of on-demand CRM applications?

Which of the following is not a benefit of sever -based CRM systems?

Advancing technology has made possible better ________segmentation and enhanced targeting of customer communication and promotion, while providing better data retrieval than ever before.

In the future CRM system usage will increase for all but one of the following reasons:

Simplicity or ease of use is the most beneficial feature of on-demand CRM systems.

Over 60 % of implementing a server-based CRM system may not be the systems price.

Why are the majority of U.S. companies still foundering with CRM?

For CRM to be more effective in the future, which of the following is not true?

In order to compete with server-based applications, for enterprise applications additional functionality will have to be added to current on-demand CRM systems.

Current server-based CRM providers are investing in the development of on-demand CRM systems.

Technical improvements in CRM will be matched by what technical advancement in what other area to improve company performance?

____ million baby boomers are approaching retirement with ____ million Gen Xers ready to take their place.

When industries consolidate, which of the following is not true?

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

CRM, Technology, and Sales

Marketing Strategy and CRM

CRM, Marketing Automation, and Communication

CRM Program Measurement and Tools

Privacy and Ethics Considerations

Filters

New methodology will provide forecasting accuracy improvements within CRM that will allow forecast accuracy rates approximately percent of the time versus the current rate of percent.

million baby boomers are approaching retirement with million Gen Xers ready to take their place.