lOMoARcPSD|44532475
sStudy
Management
Guide
D0993,5,7,11,12
Sales
Q A Study
Management
Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Guide 3,5,7,11,12
Q A StudyPassed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$
Guide 3,5,7,11,12 Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@
Module 3
Q1: What are buying centers?
A group of people within an organization who make business purchasing
decisions. Staffing will vary depending on what is being purchased.
Q2: Identify all the stakeholders in the buying process. Identify each of
them with their unique characteristics.
Economic buyer - responsible for buying products that enable the
company to achieve a business advantage.
Infrastructure Buyer – influences buying decision at the execution
level. If a product poses challenges at the installation phase, the
infr buyer steps in to decide whether ROI is worth the time and
money to set up the infrastructure.
User buyer – Influences buying decision at the user level and
decides whether the org will achieve its financial objectives
through the purchase.
Q3: What are some of the differences between B2B and B2C buyers?
B2B –
Producers – Companies that buy products to make or build a
product or service to sell for a profit.
Resellers – Companies that purchase finished goods to sell, lease,
or rent to B2B or B2C purchasers.
VAR – Value added reseller – Adds to the product to improve it.
Common in IT companies
Organizations – include government bodies and nonprofit groups.
(Non profits are B2B purchasers, but some are producers and some
may be resellers. EX: Soup kitchen buys ingredients to make
meals, LIVESTRONG sells yellow bands made by someone else.
Govt Buying – USG is the largest purchaser of goods and services
in the world.
B2G – Companies sell to local, state, and federal govt’s
Q4: What are the stages in the organizational buying decision process?
1. Recognize the need – Need for a good or service - users often drive
this stage but can also be initiators
2. Define the need – Stakeholders define the product with detailed
specifications. Usually involves users and initiators.
3. Search for suppliers – Search for information about vendors and
products. Usually involves purchasing agents.
4. Bid Analysis – The buyer sends out an RFP to multiple vendors. Each
vendor provides a detailed proposal for review by the buyer.
5. Supplier Selection – RFP’s are reviewed and the vendor is chosen.
Negotiations for prices and other aspects of the deal take place.
6. Order Placement – Order is typically placed electronically. Orders can
be one transaction or continuous.
7. Performance Review – Buyer survyes quality and satisfaction levels.
Not all poor performance is the fault of the vendor.
Q5: What is the difference between a straight buy back, New-Task
sStudy
Management
Guide
D0993,5,7,11,12
Sales
Q A Study
Management Downloaded by madiba South Africa stuvia ()
Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Guide 3,5,7,11,12
Q A StudyPassed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$
Guide 3,5,7,11,12 Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@
, lOMoARcPSD|44532475
sStudy
Management
Guide
D0993,5,7,11,12
Sales
Q A Study
Management
Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Guide 3,5,7,11,12
Q A StudyPassed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$
Guide 3,5,7,11,12 Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@
purchase, and Modified rebuy?
Straight rebuy – a situation in which a purchaser buys the same product
in the same quantities from the same vendor.
New Task Purchase – This occurs when a firm purchases a product for the
first time.
Modified rebuy – A company wants to buy the same type of product it
has in the past but make some modifications to it.
Q6: What are the factors that influence B2B buying behavior?
Timing(how long), technical(specs), and organizational(company
dynamics) complexity. Situational, personal, psychological, and social
factors. Heavily influenced by the characteristics of the individuals
making the selections. Also the health of the economy.
Organizational factors – are the strategies, priorities, and performance
that influence B2B transactions.
Q7: What are the four forms of relationships within organizational
buying?
Transactional – Each sale is a separate exchange, and the two parties do
not continue maintaining an ongoing relationship.
Functional – limited, ongoing relationships that develop when a buyer
continues to purchase a product from a seller out of habit, as long as its
needs are met.
Affiliative – are more likely to occur when the buyer needs a significant
amount of expertise from the seller and needs to trust that the seller
will use his or her best judgment when providing info so the business
can make the right decisions.
Strategic – are those in which both the buyer and seller commit time and
money to expand “the pie” for both parties. EX. Boeing and GE working
on planes/engines together for their combined success.
Q8: Identify the form of relationship that will form between two
companies based on the product sold:
A. Printing paper
Transactional
B. Suppliers selling parts to Boeing for the Dreamliner
Strategic
C. A company selling fraud detection software to a mid-sized Bank.
Affiliative
Module 5
Q1: How does sales analytics using CRM data contribute to a company's sales practices,
strategies, and management decision-making?
Computes success of recent sales activities and forecasts and also determines the
trends and possible results of future ones.
Sales data analysis should focus on refining and developing strategies from improving
sales performance for both the short and long term.
Increases the accuracy of lead generation and automates presales processes.
Q2: Define sales analytics and discuss the two significant roles sales analytics plays for a sales
team.
sStudy
Management
Guide
D0993,5,7,11,12
Sales
Q A Study
Management Downloaded by madiba South Africa stuvia ()
Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Guide 3,5,7,11,12
Q A StudyPassed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$
Guide 3,5,7,11,12 Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@
, lOMoARcPSD|44532475
sStudy
Management
Guide
D0993,5,7,11,12
Sales
Q A Study
Management
Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Guide 3,5,7,11,12
Q A StudyPassed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$
Guide 3,5,7,11,12 Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@
Sales analytics – is intended to define what group of customers is anticipated to provide the
highest return on investment.
1. Internal prospective – data analytics can be used for segmentation, to analyze and
prioritize its customer base and prospects in order to target them efficiently.
2. External prospective – data analytics can prove or disprove whether what the sales
team is saying and offering the customer in terms of value is really being delivered.
Q3: Describe the four steps in the sales analytics process or workflow.
1. Collection – determine the business objective, what you want to measure, what question
you want to answer, or what methods will be used to collect data, and perform the actual
data collection using the prescribed methods.
2. Processing – The collected data must be sorted and organized for analysis.
3. Analysis – additional sorting into charts and graphs for visualization and analysis.
4. Interpretation – Interpret results to guide business decisions and next steps towards
course of action.
Q4: Describe the four levels of sales data analytics and explain how data analysis supports
decision making efforts
1. Descriptive analytics – Answers “What happened” Raw data from multiple sources.
Example: reviewing the number of people who visited the company’s website over the
past few months. Helpful in the sales cycle to spot seasonal trends and adjust
purchasing decisions.
2. Diagnostic analysis – historical data is measured to understand “why something
happened.” Helps identify patterns and dependencies. Ex. Social media campaigns why
certain advertisements were better than others.
3. Predictive analysis – identify past patterns to predict the future. Often use lead scoring
to rank sales prospects against a scale that indicates the perceived value of each lead
to the organization.
4. Prescriptive analytics – most valuable -a framework that moves data all the way from
collection, to interpretation and decision-making, to the point of data drive action. Ex.
Retail industry measuring number of customers who are withing a certain age range,
then add filters for city, to help determine sales efforts.
Q5: Describe the steps in the workflow for prescriptive analytics.
1. The data is acquired and processed.
2. Hypothesis are formed after running the data through analytical software.
3. Initial actions are taken while hypotheses are being tested.
4. Hypotheses are proven or disproven, and prescribed actions are driven by the results.
Q6: List and describe the three Vs of Big Data.
Volume – amount of data available that includes anything from customer transactions to
scientific data.
Velocity – speed at which data is being sent and collected.
Variety – various forms of data.
Q7: What is the internet of things (IoT) and how does it relate to big data and data analytics?
IoT – a system of devices, appliances, and machines that are interconnected through the
internet and can identify themselves to other devices and networks.
Q8: Describe at least three ways that Big Data can help organizations address business
activities.
1. Product Development – predicting customer demand – developing predictive models for
new products by classifying characteristics of past and current products and modeling the
relationship characteristics and success of those offerings.
2. Customer Experience – enables companies to aggregate data from social media, website
visits, call logs, and other sources to enhance customer interaction experience and
maximize the value delivered.
sStudy
Management
Guide
D0993,5,7,11,12
Sales
Q A Study
Management Downloaded by madiba South Africa stuvia ()
Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Guide 3,5,7,11,12
Q A StudyPassed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$
Guide 3,5,7,11,12 Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@
sStudy
Management
Guide
D0993,5,7,11,12
Sales
Q A Study
Management
Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Guide 3,5,7,11,12
Q A StudyPassed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$
Guide 3,5,7,11,12 Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@
Module 3
Q1: What are buying centers?
A group of people within an organization who make business purchasing
decisions. Staffing will vary depending on what is being purchased.
Q2: Identify all the stakeholders in the buying process. Identify each of
them with their unique characteristics.
Economic buyer - responsible for buying products that enable the
company to achieve a business advantage.
Infrastructure Buyer – influences buying decision at the execution
level. If a product poses challenges at the installation phase, the
infr buyer steps in to decide whether ROI is worth the time and
money to set up the infrastructure.
User buyer – Influences buying decision at the user level and
decides whether the org will achieve its financial objectives
through the purchase.
Q3: What are some of the differences between B2B and B2C buyers?
B2B –
Producers – Companies that buy products to make or build a
product or service to sell for a profit.
Resellers – Companies that purchase finished goods to sell, lease,
or rent to B2B or B2C purchasers.
VAR – Value added reseller – Adds to the product to improve it.
Common in IT companies
Organizations – include government bodies and nonprofit groups.
(Non profits are B2B purchasers, but some are producers and some
may be resellers. EX: Soup kitchen buys ingredients to make
meals, LIVESTRONG sells yellow bands made by someone else.
Govt Buying – USG is the largest purchaser of goods and services
in the world.
B2G – Companies sell to local, state, and federal govt’s
Q4: What are the stages in the organizational buying decision process?
1. Recognize the need – Need for a good or service - users often drive
this stage but can also be initiators
2. Define the need – Stakeholders define the product with detailed
specifications. Usually involves users and initiators.
3. Search for suppliers – Search for information about vendors and
products. Usually involves purchasing agents.
4. Bid Analysis – The buyer sends out an RFP to multiple vendors. Each
vendor provides a detailed proposal for review by the buyer.
5. Supplier Selection – RFP’s are reviewed and the vendor is chosen.
Negotiations for prices and other aspects of the deal take place.
6. Order Placement – Order is typically placed electronically. Orders can
be one transaction or continuous.
7. Performance Review – Buyer survyes quality and satisfaction levels.
Not all poor performance is the fault of the vendor.
Q5: What is the difference between a straight buy back, New-Task
sStudy
Management
Guide
D0993,5,7,11,12
Sales
Q A Study
Management Downloaded by madiba South Africa stuvia ()
Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Guide 3,5,7,11,12
Q A StudyPassed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$
Guide 3,5,7,11,12 Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@
, lOMoARcPSD|44532475
sStudy
Management
Guide
D0993,5,7,11,12
Sales
Q A Study
Management
Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Guide 3,5,7,11,12
Q A StudyPassed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$
Guide 3,5,7,11,12 Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@
purchase, and Modified rebuy?
Straight rebuy – a situation in which a purchaser buys the same product
in the same quantities from the same vendor.
New Task Purchase – This occurs when a firm purchases a product for the
first time.
Modified rebuy – A company wants to buy the same type of product it
has in the past but make some modifications to it.
Q6: What are the factors that influence B2B buying behavior?
Timing(how long), technical(specs), and organizational(company
dynamics) complexity. Situational, personal, psychological, and social
factors. Heavily influenced by the characteristics of the individuals
making the selections. Also the health of the economy.
Organizational factors – are the strategies, priorities, and performance
that influence B2B transactions.
Q7: What are the four forms of relationships within organizational
buying?
Transactional – Each sale is a separate exchange, and the two parties do
not continue maintaining an ongoing relationship.
Functional – limited, ongoing relationships that develop when a buyer
continues to purchase a product from a seller out of habit, as long as its
needs are met.
Affiliative – are more likely to occur when the buyer needs a significant
amount of expertise from the seller and needs to trust that the seller
will use his or her best judgment when providing info so the business
can make the right decisions.
Strategic – are those in which both the buyer and seller commit time and
money to expand “the pie” for both parties. EX. Boeing and GE working
on planes/engines together for their combined success.
Q8: Identify the form of relationship that will form between two
companies based on the product sold:
A. Printing paper
Transactional
B. Suppliers selling parts to Boeing for the Dreamliner
Strategic
C. A company selling fraud detection software to a mid-sized Bank.
Affiliative
Module 5
Q1: How does sales analytics using CRM data contribute to a company's sales practices,
strategies, and management decision-making?
Computes success of recent sales activities and forecasts and also determines the
trends and possible results of future ones.
Sales data analysis should focus on refining and developing strategies from improving
sales performance for both the short and long term.
Increases the accuracy of lead generation and automates presales processes.
Q2: Define sales analytics and discuss the two significant roles sales analytics plays for a sales
team.
sStudy
Management
Guide
D0993,5,7,11,12
Sales
Q A Study
Management Downloaded by madiba South Africa stuvia ()
Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Guide 3,5,7,11,12
Q A StudyPassed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$
Guide 3,5,7,11,12 Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@
, lOMoARcPSD|44532475
sStudy
Management
Guide
D0993,5,7,11,12
Sales
Q A Study
Management
Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Guide 3,5,7,11,12
Q A StudyPassed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$
Guide 3,5,7,11,12 Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@
Sales analytics – is intended to define what group of customers is anticipated to provide the
highest return on investment.
1. Internal prospective – data analytics can be used for segmentation, to analyze and
prioritize its customer base and prospects in order to target them efficiently.
2. External prospective – data analytics can prove or disprove whether what the sales
team is saying and offering the customer in terms of value is really being delivered.
Q3: Describe the four steps in the sales analytics process or workflow.
1. Collection – determine the business objective, what you want to measure, what question
you want to answer, or what methods will be used to collect data, and perform the actual
data collection using the prescribed methods.
2. Processing – The collected data must be sorted and organized for analysis.
3. Analysis – additional sorting into charts and graphs for visualization and analysis.
4. Interpretation – Interpret results to guide business decisions and next steps towards
course of action.
Q4: Describe the four levels of sales data analytics and explain how data analysis supports
decision making efforts
1. Descriptive analytics – Answers “What happened” Raw data from multiple sources.
Example: reviewing the number of people who visited the company’s website over the
past few months. Helpful in the sales cycle to spot seasonal trends and adjust
purchasing decisions.
2. Diagnostic analysis – historical data is measured to understand “why something
happened.” Helps identify patterns and dependencies. Ex. Social media campaigns why
certain advertisements were better than others.
3. Predictive analysis – identify past patterns to predict the future. Often use lead scoring
to rank sales prospects against a scale that indicates the perceived value of each lead
to the organization.
4. Prescriptive analytics – most valuable -a framework that moves data all the way from
collection, to interpretation and decision-making, to the point of data drive action. Ex.
Retail industry measuring number of customers who are withing a certain age range,
then add filters for city, to help determine sales efforts.
Q5: Describe the steps in the workflow for prescriptive analytics.
1. The data is acquired and processed.
2. Hypothesis are formed after running the data through analytical software.
3. Initial actions are taken while hypotheses are being tested.
4. Hypotheses are proven or disproven, and prescribed actions are driven by the results.
Q6: List and describe the three Vs of Big Data.
Volume – amount of data available that includes anything from customer transactions to
scientific data.
Velocity – speed at which data is being sent and collected.
Variety – various forms of data.
Q7: What is the internet of things (IoT) and how does it relate to big data and data analytics?
IoT – a system of devices, appliances, and machines that are interconnected through the
internet and can identify themselves to other devices and networks.
Q8: Describe at least three ways that Big Data can help organizations address business
activities.
1. Product Development – predicting customer demand – developing predictive models for
new products by classifying characteristics of past and current products and modeling the
relationship characteristics and success of those offerings.
2. Customer Experience – enables companies to aggregate data from social media, website
visits, call logs, and other sources to enhance customer interaction experience and
maximize the value delivered.
sStudy
Management
Guide
D0993,5,7,11,12
Sales
Q A Study
Management Downloaded by madiba South Africa stuvia ()
Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$$$$$$$$)!
Guide 3,5,7,11,12
Q A StudyPassed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@@@@(*$$$$$$$$$
Guide 3,5,7,11,12 Passed.pdf~~~~~~~~~~~~~~~~!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!@)*#(&^$(***********)@@@@@@@@@@@@@@@@
