CIB 4203 - Chapter 14 Exam Questions and
Correct Answers
List 10 SFA functionalities. - ANSWER 1- Account management
2- Activity management
3- Contact management
4- Contract management
5- Document management
6- Event management
7- Incentive management
8- Lead management
9- Opportunity management
10- Order management
11- Pipeline management
12- Product encyclopaedia
13- Product configuration
14- Product visualization
15- Proposal generation
16- Quotation management
, 17- Sales forecasting
18- Territory management
19- Workflow engineering
*Which SFA functionality?*
It offers sales reps and managers a complete view of the customer relationship including
contacts, contact history, completed transactions, current orders, shipments, enquiries, service
history, opportunities, and quotations. - ANSWER Account management
*Which SFA functionality?*
It allows sales reps and account managers to keep track of all their obligations in respect of
every account for which they are responsible, whether this is an opportunity to be closed,
an order or a service enquiry. - ANSWER Account management
*Which SFA functionality?*
It keeps sales reps and managers aware of all activities, whether complete or pending, related
to an account, contact, or opportunity, by establishing to-do lists, setting priorities, monitoring
progress and programming alerts. - ANSWER Activity management
*Which SFA functionality?*
It includes tools for building, sharing and updating contact lists, making appointments,
time setting, and task, event and contact tracking. - ANSWER Contact management
*Which SFA functionality?*
Contact list data includes names, phone numbers, addresses, preference data, and email
addresses for people and companies, as well as a history of inbound and outbound
communications. - ANSWER Contact management
*Which SFA functionality?*
Correct Answers
List 10 SFA functionalities. - ANSWER 1- Account management
2- Activity management
3- Contact management
4- Contract management
5- Document management
6- Event management
7- Incentive management
8- Lead management
9- Opportunity management
10- Order management
11- Pipeline management
12- Product encyclopaedia
13- Product configuration
14- Product visualization
15- Proposal generation
16- Quotation management
, 17- Sales forecasting
18- Territory management
19- Workflow engineering
*Which SFA functionality?*
It offers sales reps and managers a complete view of the customer relationship including
contacts, contact history, completed transactions, current orders, shipments, enquiries, service
history, opportunities, and quotations. - ANSWER Account management
*Which SFA functionality?*
It allows sales reps and account managers to keep track of all their obligations in respect of
every account for which they are responsible, whether this is an opportunity to be closed,
an order or a service enquiry. - ANSWER Account management
*Which SFA functionality?*
It keeps sales reps and managers aware of all activities, whether complete or pending, related
to an account, contact, or opportunity, by establishing to-do lists, setting priorities, monitoring
progress and programming alerts. - ANSWER Activity management
*Which SFA functionality?*
It includes tools for building, sharing and updating contact lists, making appointments,
time setting, and task, event and contact tracking. - ANSWER Contact management
*Which SFA functionality?*
Contact list data includes names, phone numbers, addresses, preference data, and email
addresses for people and companies, as well as a history of inbound and outbound
communications. - ANSWER Contact management
*Which SFA functionality?*
