CRM final part3

b) If the customer submits a confirmed order, automatixally post it to the fulfillment system for verification and despatch

published on January 148 responses 0

9. SFA project leaders might buy services from providers that re-engineer seling pocesses, manage projects, train salespeople, consult on organizational structure or conduct customer portfolio analysis.

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41. A graphical user interface:

a) essentially involves the use of a pointing device and graphical icons to control a computer
b) does not essentially involves the use of a pointing device and graphical icons to control a computer

23. Sales-force automation is:

a) the application of computerized technologies to support salespeople and sales management in the achievement of their work-related objectives.
b) is a searchable electronic product catalogue that generally contains product names, stock numbers, images and specifications.

17. Product visualization software enables sales representatives and customers to produce realistic images of products before they are manufactured.

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13. If any , sales related events reach a comparable level of comlexity, but events to which customers and key partners are invited must run smoothly or the company risks being regarded as unprofessional.

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11. Account management offers sales representatives and managers a complete view of the customer relationship

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24. SFA solutions providers;

a) can be classified in a number of ways
b) can not be classified

3. Sales-force automation is the application of computerized technologies to support salespeople and sales management in the achievement of their work-related objectives.

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30. If any sales -related events reach a comparable level of complexity, but event to which customers and key partners are invited:

a) Must run smoothly or the company risks being regarded as unprofessional
b) Must not smoothly or the company risks being regarded as unprofessional

32. Opportunity management software:

a) enables representatives and managers to create an opportunity record in the database and monitor progress against a predefined selling methodology.
b) Disables representatives and managers to create an opportunity record in the database and monitor progress against a predefined selling methodology.

14. Lead management prevent companies to create, assign, and track sales leads.

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5. SFA solutions providers can not be classified

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27. SFA applications must be:

a) Supported by hardware and infrastructure that can sustain numbers of users
b) Supported by hardware and infrastructure that will not sustain numbers of users

1. The SFA ecosystem is made up of three components: SFA solutions providers, hatdware and infrastructure vendors, and associated service providers.

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16. Product configuration applications disable salespeople, or customers themselves, automatically to design and price customized products, services or solutions.

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34. Product configuration application:

a) Enable salespeople, or cutomers themselves, automatically to design and price customized products, services or solutions
b) Disable salespeople, or cutomers themselves, automatically to design and price customized products, services or solutions

25. A configurator is a software-based application engine that:

a) Allows companies to configure complex products and services based on predefined rules
b) Prevent companies to configure complex products and services based on predefined rules

29. Contract management

a) Keeps sales represetatives and managers aware of all activities .
b) Enables representatives and managers to create, track, progress, accelerate, monitor and control contracts with customers

20. Sales people, sales managers and senior management benefits appeal to differing SFA stakeholders.

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6. Customers never interact directly with configurators

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33. Order management software may include:

a) Quotation engine
b) Pricing module
c) Product configurator
d) All of the above

41. System integration:

a) If the customer does not offer their password, automatically
navigate the user to the customer identification screen
b) If the customer submits a confirmed order, automatixally post it
to the fulfillment system for verification and despatch

19. Generally, a company's determination to adopt SFA follows a two-step process

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38. Sales people includes:

Select the three correct answers
a) Shorter sales cycles
b) more closing opportunities
c) higher win rated
d) improved salesperson

31. Lead management:

a) Allows companies to create, assign and track sales leads
b) Prevent companies to create,assign and track sales leads

42. Online help that is available at filed-level, as well as screen level:

a) Is valued by users
b) Is not valued by users

35. Workflow engineering software is:

a) useful for designing, sales-related processes, succh as the lead management process and the event management process
b) NOT useful for designing, sales-related processes, succh as the lead management process and the event management process

39. Essentially sales representatives with SFA support became

a) more adaptable and productive
b) less adaptable and productive

8. Where companies have geographically dispersed external salespeople, SFA systems does not have to be able to operate out of the office and over the web.

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36. A company's determination to adopt SFA follows:

a) Two step process
b) Five step process

10. Account management keeps sales representatives and managers aware of all activities.

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12. Contract management functionality enables representatives and mand managers to create, track, progress, accelerate, monitor and control contracts with customers.

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28. Activity management:

a) Keeps sales represetatives and managers aware of all activities .
b) Enables representatives and managers to create, track, progress, accelerate, monitor and control contracts with customers

40. Who decide what is easy to use?

a) Technology firms
b) SFA users

7. Configurators guide users through the buying and specificaton process, offering only valid options and features at each step

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4. Hardware and software are the key technological element of SFA.

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22. The SFA ecosystem is made up of three components

Select the three correct answers
a) SFA solution providers
b) Hardwer and infrastructure vendors
c) SFA Software functionality
d) Associated service providers

21. It is technology firms, not SFA users, who decide what is easy to use.

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2. The SFA ecosystem is made up of two components: SFA solutions providers, hatdware and infrastructure vendors

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15. Opportunity management software enables representatives and managers to create an opportunity record in the database and monitor progress against a predefined selling methodology

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26. Configurator guide users through the buying and specification process:

a) offering many options at the same time
b) offering only valid options and features at each step

42. Log-in navigation:

a) If the customer does not offer their password, automatically navigate the user to the customer identification screen
b) If the customer submits a confirmed order, automatixally post it to the fulfillment system for verification and despatch

18. Most SFA applications can NOT generate a wide range of standard and customized reports which are useful to salespeople, sales managers and executive management

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37. Senior management includes:

a) Shorter sales cycles
b) more closing opportunities
c) higher win rated
d) None of the above