SCL Exam 4 Questions & Answers 2024/2025
A system which allows sales managers to obtain current information and reporting capabilities regarding each salesperson's activities on each customer's account is referred to as a __.
a) Sales activity management system
b) Sales territory manageme...
A system which allows sales managers to obtain current information and reporting capabilities regarding
each salesperson's activities on each customer's account is referred to as a __.
a) Sales activity management system
b) Sales territory management system
c)Lead management system
d) Knowledge management system
e) None of the above are correct - ANSWERSb) sales territory management system
What is Sales Activity Management? - ANSWERStool offering sales reps a guided sequence of sales
activities
What is Lead Management? - ANSWERSSales reps follow prescribed tactics when dealing with prospects
to aid closing the deal
What is knowledge management? - ANSWERSEnables quick decision making, better customer service,
and a better-equipped and happy sales staff
Which of the following is one of the most basic and very important activities of CRM? -
ANSWERSSegmenting Customers
True or False: While a well-planned and organized CRM plan can be extremely useful in developing
effective and efficient marketing programs for retailers, they are not particularly helpful for
manufacturing companies like GM since their touches with the customer are few. - ANSWERSFalse
There are a variety of data benefits, which of the following is not one of the benefits?
a) determine industry trends
, b) harness customer knowledge
c) track sales projections
d) document customer complaints
e) All of the above are benefits - ANSWERSe) all of the above are benefits
True or False: Segmenting customers based on things like products purchased, sales history,
demographic information, and desired product features can dilute the results of a CRM program;
segmenting customers should be avoided. - ANSWERSFalse
When an organization attempts to offer the right products and services to customers at the right time
through the offer of individual promotions tied to specific events, like birthdays, and anniversaries, this is
referred to as - ANSWERSa) event-based marketing
Information is ____
a) the supply chain driver that serves as the glue to create a coordinated supply chain
b) crucial to supply chain performance
c) needs to be accessible in a timely manner
d) provides the basis for supply chain decision making
e) all of the above are correct - ANSWERSe) all of the above are correct
The phase of the supply chain integration model concerned with identifying the important processes
linking each of the supply chain partners is - ANSWERSc) align supply chain strategies with key supply
chain process objectives
Failing to see the big picture and acting only in regard to single firm in the supply chain can be referred
to as: - ANSWERSa) silo mentality
Which of the following supply chain performance metrics measures the average percentage of orders
that are filled on or before the requested delivery date: - ANSWERSd) supply chain delivery performance
Which of the following is not an area of responsiveness that could be enhanced by e-business?
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller Bensuda. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $7.99. You're not tied to anything after your purchase.
