Exam 8: Business-To-Business CRM

Before selecting a PRM solution provider, an organization should decide if it wants to use a solution, which is implemented within their organization environment and subsequently across their channel members, or if a SaaS method is the optimal solution.

The difference between how customers think about suppliers and how suppliers think about themselves has been identified as the "market orientation" gap.

_____ take an existing product or service from another organization, add value to the product or service, and then resell that newly formed product or service.

Key questions that need to be answered when implementing and maintaining a cohesive CRM strategy across the value delivery network (VDN) include all of the following EXCEPT

A major reason that buyers use electronic marketplaces or exchanges is to consolidate resources which hopefully would lead to cost reductions.

Market orientation and relationship marketing are two distinct marketing strategies which overlap.

Research conducted on a major consumer packaged goods company by G.K. Hunter and W.D. Perreault Jr. found that the total effect of sales technology orientation on __________.

_________ analyze, score and route potential customers to the appropriate sales personnel.

The way to sustain relationships with current customers is to create a passionate customer-centric environment where everyone in the organization, excluding the value delivery network partners has a "buy-in" to this approach.

Before selecting a PRM solution provider, an organization should decide if it wants to use a solution which is implemented within their organization environment and subsequently across their channel members, or if a SaaS method is the optimal solution.