Exam 2 Management 3300 mizzou christianson-
Questions and Answers| Latest Update
Repeat Sales and Referrals Correct Ans-The Sales Cycle continues with turning your sale into
a reoccurring customer for other products and asking for referrals from that customer, giving
you new prospects for selling.
Customer Relationship Management: Highrise Correct Ans-Benefits:
• Easy to use and learn - little to no staff training required
• Contacts accessible online in one place for all members of staff
• Different levels of assignable "Group" security
• Sales staff can record all interactions with a client
• You can track deals in the pipeline and deal outcomes
• Easy to export/import contact information
• You can automate and track account/client follow ups (anf have them delivered via
email)
• You can copy emails to a "dropbox" and have them automatically assigned to a
client/case
Recency Correct Ans-How recently a customer purchased items
Frequency Correct Ans-How frequently a customer purchased items
Monetary Value Correct Ans-How much a customer spends on each purchase
Customer Relationship Management: SalesForce Correct Ans-Benefits:
• Flexibility. Can be adapted and customized for an organizations needs and workflow.
, • Lots of integration with other software via an API
• Cloud-based. Can get started today
• Complex system, but has lots of training available for different types of
users.
ERP Growth Correct Ans-• 1970s & 1980s - more development than growth
• 1990s - became widely adopted by large firms
• Late 1990s - growth exploded with fears of Y2K problems
• Post-2000 - growth slowed
• Saturated market, economy dipped
• Seeking to
• Fill in gaps with larger firms
• Make products useful for smaller firms
• Emphasize Internet
Vanilla (ERP Implementation Strategy: Features) Correct Ans-Select the modules you want
and use them right out of
the box. Use software's configuration tables for customizing.
• Finance/accounting: General ledger, accounts payable, etc.
• Human resources: Personnel administration, payroll, etc.
• Manufacturing/production: Purchasing, shipping, etc.
• Sales/marketing: Order processing, billing, sales planning,
etc.
Custom (ERP Implementation Strategy: Features) Correct Ans-Select the appropriate
modules and then build custom apps/custom changes to meet your specific need.
Questions and Answers| Latest Update
Repeat Sales and Referrals Correct Ans-The Sales Cycle continues with turning your sale into
a reoccurring customer for other products and asking for referrals from that customer, giving
you new prospects for selling.
Customer Relationship Management: Highrise Correct Ans-Benefits:
• Easy to use and learn - little to no staff training required
• Contacts accessible online in one place for all members of staff
• Different levels of assignable "Group" security
• Sales staff can record all interactions with a client
• You can track deals in the pipeline and deal outcomes
• Easy to export/import contact information
• You can automate and track account/client follow ups (anf have them delivered via
email)
• You can copy emails to a "dropbox" and have them automatically assigned to a
client/case
Recency Correct Ans-How recently a customer purchased items
Frequency Correct Ans-How frequently a customer purchased items
Monetary Value Correct Ans-How much a customer spends on each purchase
Customer Relationship Management: SalesForce Correct Ans-Benefits:
• Flexibility. Can be adapted and customized for an organizations needs and workflow.
, • Lots of integration with other software via an API
• Cloud-based. Can get started today
• Complex system, but has lots of training available for different types of
users.
ERP Growth Correct Ans-• 1970s & 1980s - more development than growth
• 1990s - became widely adopted by large firms
• Late 1990s - growth exploded with fears of Y2K problems
• Post-2000 - growth slowed
• Saturated market, economy dipped
• Seeking to
• Fill in gaps with larger firms
• Make products useful for smaller firms
• Emphasize Internet
Vanilla (ERP Implementation Strategy: Features) Correct Ans-Select the modules you want
and use them right out of
the box. Use software's configuration tables for customizing.
• Finance/accounting: General ledger, accounts payable, etc.
• Human resources: Personnel administration, payroll, etc.
• Manufacturing/production: Purchasing, shipping, etc.
• Sales/marketing: Order processing, billing, sales planning,
etc.
Custom (ERP Implementation Strategy: Features) Correct Ans-Select the appropriate
modules and then build custom apps/custom changes to meet your specific need.
