- Study guides, Class notes & Summaries

FM 431 UPDATED Midterm EXAM QUESTIONS AND CORRECT ANSWERS CRM - CORRECT ANSWERS Stands for customer relationship management. Refers to a strategy and technology used by businesses to manage and analyze interactions with current and potential customers. Demographic - CORRECT ANSWERS statistical characteristics of a population such as age, gender, income, education level, occupation, marital status, ethnicity, and geographic location. Price optimization - CORRECT ANSWERS ...

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10 pages

Written in 2025/2026

Grade A+

StudyWithNatalie

FM 431 FINAL EXAM QUESTIONS AND CORRECT ANSWERS The first step a sales manager needs to perform, before he or she can start conducting a job analysis for available sales positions to fill, is to - CORRECT ANSWERS determine how many salespeople are needed Different methods of recruiting - CORRECT ANSWERS and attitudes salesperson needs -Determine the number of salespeople needed -Attract sufficient number of applicants -Identify unique skills, knowledge, -Conduct interview pro...

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11 pages

Written in 2025/2026

Grade A+

StudyWithNatalie

FM 431 ACTUAL Midterm EXAM QUESTIONS AND CORRECT ANSWERS Customer Relationship Management (CRM) - CORRECT ANSWERS a process in which a business or other organization administers its interactions with customers, typically using data analysis to study large amounts of information. Demographics - CORRECT ANSWERS the characteristics of a population that have been categorized by distinct criteria—such as age, gender and education—as a means to study the attributes of a par...

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9 pages

Written in 2025/2026

Grade A+

StudyWithNatalie

FM 431 UPDATED FINAL EXAM QUESTIONS AND CORRECT ANSWERS turnover rate - CORRECT ANSWERS is the annual % of salespeople who leave the firm # of salespeople that left during the year / average sales force size during the year Reasons why people leave - CORRECT ANSWERS Controllable: retirement, promotion, transer, termnation, territory changes Uncontrollable: relocating, marriage, quitting, returning to college, changing career Recruiting internal applicants - CORRECT ANS...

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15 pages

Written in 2025/2026

Grade A+

StudyWithNatalie

FM 431 Sales Management EXAM QUESTIONS AND CORRECT ANSWERS Class Principles - CORRECT ANSWERS - Thought Process - Network - Ability to Communicate Primary Responsibilities of Sales Managers - CORRECT ANSWERS - Organization - Performance The Management Process - CORRECT ANSWERS - Sets goals - Determines strategies 2. Implementation - Organize - Staff - Operate 3. Evaluation - Compare operating results with goals Most Important Demographics - CORRECT ANSWERS - Gender - I...

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13 pages

Written in 2025/2026

Grade A+

StudyWithNatalie

FM 431 Midterm EXAM QUESTIONS AND CORRECT ANSWERS sales manager skills: Coaching ......... so they can improve - CORRECT ANSWERS salespeople sales manager skills: Developing ....... and delegating the responsibility for implementation to others - CORRECT ANSWERS strategies sales manager skills: Figuring out how to ..... people, some who are twice as old as you - CORRECT ANSWERS motivate sales manager skills: ....... others that what is right for the sales force is ...

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5 pages

Written in 2025/2026

Grade A+

StudyWithNatalie

FM 431 Sales Management Exam Questions And Accurate Answers ...

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12 pages

Written in 2025/2026

Grade A+

Zayla

Fm 431 Final Review Questions & Answers Rated 100% Correct!!

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39 pages

Written in 2024/2025

Grade A+

EvaTee