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  • BUS 3130 SALES MANAGEMENT
  • BUS 3130 SALES MANAGEMENT
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D099- Sales Management Study Guide Module 5 Answer Key 2025 Latest Version.

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Institution BUS 3130 SALES MANAGEMENT
Course BUS 3130 SALES MANAGEMENT
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D099- Sales Management Study Guide Module 5 1. How does sales analytics using CRM data contribute to a company's sales practices, strategies, and management decision-making? a. Purpose: Analyzes past sales activities to identify trends, set objectives, and forecast outcomes. b. Usage: Sales analytics helps relate sales activities to revenue, segment customer bases, prioritize leads, and improve customer retention strategies. 2. Define sales analytics and discuss the two significant roles sales analytics plays for a sales team. a. Definition: Extracts insights from sales data to model, understand, and predict sales trends. b. Roles: i. Internal Perspective – Segment and prioritize customer bases for efficient targeting. ii. External Perspective – Validate company value to customers by aligning services with customer needs. 3. Describe the four steps in the sales analytics process or workflow.

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