CIB 4203 - Chapter 14 exam questions with verified
answers
/*Sales-force automation (SFA) has offered technological support to salespeople and
managers since the beginning of the ______.*
A. 1970s
B. 1980s
C. 1990s
D. 2000s - Answer-1990s
/.*SFA is a irregular feature of the selling landscape.*
A. True
B. False - Answer-*False*
SFA is just a regular feature of the selling landscape.
/.*This technology enables companies to collect, store, analyze, distribute and use
customer-related data for sales purposes.*
A. Sales-force automation
B. Marketing automation
C. Service automation - Answer-Sales-force automation
/.Salespeople are found in a wide variety of contexts.
List 2 contexts. - Answer-1- In the field calling on business and institutional customers.
2- In offices, contact centres and call centres receiving incoming orders and making
outbound sales calls.
3- In retail business-to-customer settings.
4- In the street selling door-to-door.
/.The SFA ecosystem is made up of three components.
What are the 3 components? - Answer-1- SFA solutions providers
2- Hardware and infrastructure vendors
3- Associated service providers
/.Define Sales Force Automation. - Answer-Sales Force Automation is the application of
computerised technologies to support sales people and sales management in the
achievement of their work-related objectives.
/.SFA solutions providers can be classified in 3 ways.
List the 3 classifications. - Answer-1- SFA specialists
2- Enterprise and mid-market CRM suites that include SFA modules
3- Enterprise suite vendors that offer a full range of IT solutions to support business,
including (SCM), (ERP) and (CRM)
, /.List 3 SFA specialists companies. - Answer-1- Selectica
2- EzRoute
3- Salesnet
4- CallWizard
5- Selltech
6- CyberForms
/.List 3 companies that offer SFA as part of CRM suite. - Answer-1- Onyx
2- Pivota
3- Salesforce.com
4- SalesLogix
5- ACCPAC
6- NetCRM
/.List 3 companies that offer SFA as part of Enterprise suite. - Answer-1- Oracle
(including PeopleSoft and Siebel suites)
2- SAP
3- Epicor
4- Deltek
5- Fourth Shift
6- Intentia
/.*An examples of a SFA solutions provider is ______, which is a company that builds
customized configurators.*
A. Selectica
B. Dell - Answer-Selectica
/.*An examples of a SFA solutions provider is ______, which is a company that allows
customers to build their own PCs.*
A. Selectica
B. Dell - Answer-Dell
/.*SFA ______ includes desktop, laptop, handheld devices, and contact/call centre
technology. *
A. Hardware
B. Software - Answer-Hardware
/.*SFA ______ comprises both 'point' solutions that are designed to assist in a single
area of selling or sales management, and integrated solutions that offer a range of
functionality.*
A. Hardware
B. Software - Answer-Software
/.*The services component of the SFA ecosystem is very diverse.*
A. True
B. False - Answer-True
answers
/*Sales-force automation (SFA) has offered technological support to salespeople and
managers since the beginning of the ______.*
A. 1970s
B. 1980s
C. 1990s
D. 2000s - Answer-1990s
/.*SFA is a irregular feature of the selling landscape.*
A. True
B. False - Answer-*False*
SFA is just a regular feature of the selling landscape.
/.*This technology enables companies to collect, store, analyze, distribute and use
customer-related data for sales purposes.*
A. Sales-force automation
B. Marketing automation
C. Service automation - Answer-Sales-force automation
/.Salespeople are found in a wide variety of contexts.
List 2 contexts. - Answer-1- In the field calling on business and institutional customers.
2- In offices, contact centres and call centres receiving incoming orders and making
outbound sales calls.
3- In retail business-to-customer settings.
4- In the street selling door-to-door.
/.The SFA ecosystem is made up of three components.
What are the 3 components? - Answer-1- SFA solutions providers
2- Hardware and infrastructure vendors
3- Associated service providers
/.Define Sales Force Automation. - Answer-Sales Force Automation is the application of
computerised technologies to support sales people and sales management in the
achievement of their work-related objectives.
/.SFA solutions providers can be classified in 3 ways.
List the 3 classifications. - Answer-1- SFA specialists
2- Enterprise and mid-market CRM suites that include SFA modules
3- Enterprise suite vendors that offer a full range of IT solutions to support business,
including (SCM), (ERP) and (CRM)
, /.List 3 SFA specialists companies. - Answer-1- Selectica
2- EzRoute
3- Salesnet
4- CallWizard
5- Selltech
6- CyberForms
/.List 3 companies that offer SFA as part of CRM suite. - Answer-1- Onyx
2- Pivota
3- Salesforce.com
4- SalesLogix
5- ACCPAC
6- NetCRM
/.List 3 companies that offer SFA as part of Enterprise suite. - Answer-1- Oracle
(including PeopleSoft and Siebel suites)
2- SAP
3- Epicor
4- Deltek
5- Fourth Shift
6- Intentia
/.*An examples of a SFA solutions provider is ______, which is a company that builds
customized configurators.*
A. Selectica
B. Dell - Answer-Selectica
/.*An examples of a SFA solutions provider is ______, which is a company that allows
customers to build their own PCs.*
A. Selectica
B. Dell - Answer-Dell
/.*SFA ______ includes desktop, laptop, handheld devices, and contact/call centre
technology. *
A. Hardware
B. Software - Answer-Hardware
/.*SFA ______ comprises both 'point' solutions that are designed to assist in a single
area of selling or sales management, and integrated solutions that offer a range of
functionality.*
A. Hardware
B. Software - Answer-Software
/.*The services component of the SFA ecosystem is very diverse.*
A. True
B. False - Answer-True
