OLPD 4426 Strategic Customer Relationship Management Final ACTUAL QUESTIONS AND CORRECT ANSWERS

OLPD 4426 Strategic Customer
Relationship Management Final ACTUAL
QUESTIONS AND CORRECT ANSWERS
Sales Force Automation - CORRECT ANSWERS✅✅application of computer technologies
to help salespeople and sales management to achieve work-related objectives.


Benefits of SFA (Sales People) - CORRECT ANSWERS✅✅Shorter sales cycles
More closing opportunities
Higher win rates


Benefits of SFA (Sales Manager) - CORRECT ANSWERS✅✅Improved salesperson
productivity
Improved customer relationships
Accurate reporting


Lead Management - CORRECT ANSWERS✅✅Score, assign, nurture, and track leads
Goal is to increase ROI
Leads assigned to reps by territory, product, expertise, etc


Pipeline Management - CORRECT ANSWERS✅✅Cycle of..
Identifying prospects
Estimating sales potential
Managing leads
Forecasting sales
Maintaining relationships


Software Functionalities of SFA - CORRECT ANSWERS✅✅Account management
Activity management
Contact management

, Contract management
Document management
Event management
Incentive management
Lead management
Opportunity management
Order management
Pipeline management
Product encyclopedias
Product configuration
Product visualization
Proposal visualization
Quotation management
Sales forecasting
Sales management reporting
Territory management
Workflow development


Ease-Of-Use Considerations Regarding SFA - CORRECT ANSWERS✅✅Fits culture
Training
Accurate expectations
Positive outlook on technology
User support
Users involved in planning and selection
User of multidisciplinary team in SFA planning phases
Senior management support


Marketing Automation - CORRECT ANSWERS✅✅application of computerized
technologies to support marketers and marketing management