MKT 441 Final Exam UNCW – Study Guide, Practice Questions & Comprehensive
Review
SFA improves the ability to manage. It can also create the ability to compare conversion rates of
every representative.
In Quantum Case- Need SFA for better management of salesforce and for opportunity
management.
SFA systems fail because of the change in routine, micromanagement, different expectations,
and lack of support. - ANS ✔✔What is the value of SFA to an organization? Why do SFA systems
fail?
1. impressions
2.solicits
3.registrations
4.pre-qualified leads
5.qualified leads
6 .proposed
7.pre-contract
8.agreement to purchase - ANS ✔✔What is the unified sales funnel between sales and
marketing?
Lead alignment.
SLA is when marketing passes over the agreement to sales. - ANS ✔✔What are Advantages of
aligning Sales with Marketing? What is a SLA?
, SFA would improve their sales process so they could use the software to establish top leads and
partake in account based marketing.
Since the case discussed their excess
in wild "cowboys", they could tone down their tactics and go after fewer but more quality leads.
Using SFA to help them gain quotas and incentives so the
sales people who felt too "independent" for SFA will have something to work towards and be
rewarded with. - ANS ✔✔What are the key recommendations for turning Quantium's SFA
system failure to a success?
An opportunity is a chance to obtain a lead. - ANS ✔✔What is an OPPORTUNITY in SLS 201?
Online and social media techniques have changed the concept of traditional lead generation.
Changes in mission, customer intelligence, mechanics/tactics, and measurement. - ANS
✔✔·Impact of INBOUND Marketing on need for Sales Force Automation System
Build 1 on 1 relationships with prospects, take advantage of detailed prospect tracking.
*Nurture leads who aren't ready to buy.*
If accelerated too quickly, wont understand the needs of of the lead. - ANS ✔✔What are some
tips for accelerating the pipeline?
Budget
Authority
Need
Time
Review
SFA improves the ability to manage. It can also create the ability to compare conversion rates of
every representative.
In Quantum Case- Need SFA for better management of salesforce and for opportunity
management.
SFA systems fail because of the change in routine, micromanagement, different expectations,
and lack of support. - ANS ✔✔What is the value of SFA to an organization? Why do SFA systems
fail?
1. impressions
2.solicits
3.registrations
4.pre-qualified leads
5.qualified leads
6 .proposed
7.pre-contract
8.agreement to purchase - ANS ✔✔What is the unified sales funnel between sales and
marketing?
Lead alignment.
SLA is when marketing passes over the agreement to sales. - ANS ✔✔What are Advantages of
aligning Sales with Marketing? What is a SLA?
, SFA would improve their sales process so they could use the software to establish top leads and
partake in account based marketing.
Since the case discussed their excess
in wild "cowboys", they could tone down their tactics and go after fewer but more quality leads.
Using SFA to help them gain quotas and incentives so the
sales people who felt too "independent" for SFA will have something to work towards and be
rewarded with. - ANS ✔✔What are the key recommendations for turning Quantium's SFA
system failure to a success?
An opportunity is a chance to obtain a lead. - ANS ✔✔What is an OPPORTUNITY in SLS 201?
Online and social media techniques have changed the concept of traditional lead generation.
Changes in mission, customer intelligence, mechanics/tactics, and measurement. - ANS
✔✔·Impact of INBOUND Marketing on need for Sales Force Automation System
Build 1 on 1 relationships with prospects, take advantage of detailed prospect tracking.
*Nurture leads who aren't ready to buy.*
If accelerated too quickly, wont understand the needs of of the lead. - ANS ✔✔What are some
tips for accelerating the pipeline?
Budget
Authority
Need
Time
