CIB 4203 CHAPTER 14 EXAM
QUESTIONS WITH ALL CORRECT
ANSWERS UPDATED
*Which SFA functionality?*
It keeps sales reps and managers aware of all activities, whether complete or pending,
related to an account, contact, or opportunity, by establishing to-do lists, setting
priorities, monitoring progress and programming alerts. - Answer-Activity management
*Which SFA functionality?*
It includes tools for building, sharing and updating contact lists, making appointments,
time setting, and task, event and contact tracking. - Answer-Contact management
*Which SFA functionality?*
Contact list data includes names, phone numbers, addresses, preference data, and
email addresses for people and companies, as well as a history of inbound and
outbound communications. - Answer-Contact management
*Which SFA functionality?*
It enables reps and managers to create, track, progress, accelerate, monitor and control
contracts with customers. - Answer-Contract management
*Which SFA functionality?*
It helps manage a contract's lifespan by shortening approval cycles for contracts,
renewing contracts sooner, and reducing administrative costs. - Answer-Contract
management
*Which SFA functionality?*
It allows companies to manage documents, keep them current and ensure that they are
available to reps and managers when needed. - Answer-Document management
*Which SFA functionality?*
Example: Companies generate and use many documents as they sell to customers -
brochures, product specifications, price lists, competitive comparisons, and templates
for preparing quotations. - Answer-Document management
*Which SFA functionality?*
It enables reps and managers to plan, implement, control and evaluate events such as
conferences, seminars, trade shows, and exhibitions. - Answer-Event management
*Which SFA functionality?*
It is an issue for sales managers who use commissions to lift, direct and reward sales
reps' efforts. - Answer-Incentive management
*Which SFA functionality?*
, User-defined rules allow leads to be allocated to reps and account managers on the
basis of role, territory, product expertise or other variables. - Answer-Lead management
*Which SFA functionality?*
It allows for more equitable workload distribution across a sales team. - Answer-Lead
management
*Which SFA functionality?*
It enables reps and managers to create an opportunity record in the database, and
monitor progress against a predefined selling methodology. - Answer-Opportunity
management
*Which SFA functionality?*
An opportunity is a record of a potential sale or any other type of revenue generation. -
Answer-Opportunity management
*Which SFA functionality?*
It allows reps to convert quotations and estimates into orders once a customer has
agreed to buy. - Answer-Order management
*Which SFA functionality?*
If this is done in front of a customer, the order can be loaded into production, or picked
from a warehouse, more quickly. - Answer-Order management
*Which SFA functionality?*
It may include a quotation engine, a pricing module, and a product configurator. -
Answer-Order management
*Which SFA functionality?*
With visibility through a portal, the customer, rep and manager has access to the same,
up-to-date order information. - Answer-Order management
*Which SFA functionality?*
It is the process of managing the entire sales cycle from identifying prospects,
estimating sales potential, managing leads, forecasting sales, initiating and maintaining
customer relationships, right through to closure. - Answer-Pipeline management
*Which SFA functionality?*
A well-defined sales pipeline helps minimize lost opportunities and breakdowns in the
sales process. - Answer-Pipeline management
*Which SFA functionality?*
It is a searchable electronic product catalogue, that generally contains product names,
stock numbers, images and specifications. - Answer-Product encyclopaedia
*Which SFA functionality?*
