Question 1

Salespeople willingly embrace and use CRM.

Accepted Answer

A) True 
 B)False

Question 2

Customer service manages much of the daily customer contact and is usually more important in resolving problems resulting from daily operations than sales.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following industries is not consolidating?

Accepted Answer

A)  Automotive 
B)  Banking 
C)  Grocery 
D)  Airline 
E)  None of the above apply. 
A)  Automotive 
B)  Banking 
C)  Grocery 
D)  Airline 
E)  None of the above apply.

Question 4

Which of the following is not a reason that sales forces are reluctantto accept CRM?

Accepted Answer

A)  Don't want to give customer information up 
B)  Don't see a personal benefit 
C)  Are not trained properly 
D)  Are not technically proficient 
E)  Don't trust management 
A)  Don't want to give customer information up 
B)  Don't see a personal benefit 
C)  Are not trained properly 
D)  Are not technically proficient 
E)  Don't trust management

Question 5

Which of the following is not sales input to a CRM system?

Accepted Answer

A)  Sales forecasts 
B)  Buyer motivations 
C)  Customer purchase cycles 
D)  Dashboard Measurement Requirements 
E)  Purchase authority 
A)  Sales forecasts 
B)  Buyer motivations 
C)  Customer purchase cycles 
D)  Dashboard Measurement Requirements 
E)  Purchase authority

Question 6

What is at the heart of the Customer Sales Cycle?

Accepted Answer

CRM software becomes the heart

Question 7

The acronym ASM stands for

Accepted Answer

A)  Area Sales Merchandising 
B)  Area Sales Mechanics 
C)  Account Specific Merchandising 
D)  Account Specific Marketing 
E)  Account Specific Merchandise 
A)  Area Sales Merchandising 
B)  Area Sales Mechanics 
C)  Account Specific Merchandising 
D)  Account Specific Marketing 
E)  Account Specific Merchandise

Question 8

The principal responsibility of a salesperson is to

Accepted Answer

A)  Record customer actions 
B)  Sell to their force volume 
C)  Create new promotions for their account 
D)  Serve customers and add value to relationships 
E)  Build friendships with customers 
A)  Record customer actions 
B)  Sell to their force volume 
C)  Create new promotions for their account 
D)  Serve customers and add value to relationships 
E)  Build friendships with customers

Question 9

Industry consolidation has placed remarkable pressure on sales forces to become strategic and less executional.

Accepted Answer

A) True 
 B)False

Question 10

Households have the same relationship with manufacturers and retailers.

Accepted Answer

A) True 
 B)False

Salespeople willingly embrace and use CRM.

Customer service manages much of the daily customer contact and is usually more important in resolving problems resulting from daily operations than sales.

Which of the following industries is not consolidating?

Which of the following is not a reason that sales forces are reluctantto accept CRM?

Which of the following is not sales input to a CRM system?

What is at the heart of the Customer Sales Cycle?

The acronym ASM stands for

The principal responsibility of a salesperson is to

Industry consolidation has placed remarkable pressure on sales forces to become strategic and less executional.

Households have the same relationship with manufacturers and retailers.

Principles of CRM

History and Development of CRM

Relationship Marketing and Customer Relationship Management

Organization and CRM

CRM and Data Management

Technology and Data Platforms

Database and Customer Data Development

CRM, Technology, and Sales

Marketing Strategy and CRM

CRM, Marketing Automation, and Communication

CRM Program Measurement and Tools

Privacy and Ethics Considerations

The Future of CRM

Filters

Exam 8: Sales Strategy and CRM

Salespeople willingly embrace and use CRM.

Customer service manages much of the daily customer contact and is usually more important in resolving problems resulting from daily operations than sales.

Which of the following industries is not consolidating?

Which of the following is not a reason that sales forces are reluctantto accept CRM?

Which of the following is not sales input to a CRM system?

What is at the heart of the Customer Sales Cycle?

The acronym ASM stands for

The principal responsibility of a salesperson is to

Industry consolidation has placed remarkable pressure on sales forces to become strategic and less executional.

Households have the same relationship with manufacturers and retailers.

Principles of CRM

History and Development of CRM

Relationship Marketing and Customer Relationship Management

Organization and CRM

CRM and Data Management

Technology and Data Platforms

Database and Customer Data Development

CRM, Technology, and Sales

Marketing Strategy and CRM

CRM, Marketing Automation, and Communication

CRM Program Measurement and Tools

Privacy and Ethics Considerations

The Future of CRM

Filters