chapter 12 questions
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Selling and Administrative StrategiesTRANSCRIPT
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One of the most significant trends in the past decade has been the move towards wireless technology, freeing the salesperson from their desk and allowing greater freedom to spend time with
customers?
a) The wireless and ‘mobility’ revolution
b) Field Sales
c) Sales Administrators
Question 1
constitute the single biggest use of wireless technology, accounting for more than a quarter of all applications in large
organizations.
a) Sales Administrators
b) Field Sales
c) Mobile office
Question 2
These include email, personal information management (PIM), and access to corporate intranets and human resources systems.
a) Mobile Office
b) Fleet Management
c) Sales Administrators
Question 3
These solutions include dispatch applications for courier companies, call scheduling systems for taxis and vans, location-tracking
applications for managing the utilization of large fleets of trucks, routing and mapping systems.?
a) Field Sales
b) Mobile Office
c) Fleet Management
Question 4
These include the scheduling of work orders in the service and repair Industry, access to customer records and information while on-site,
financial services applications such as insurance claims handling and assessing, and access to national databases while ‘on the road’?
a) Mobile Office
b) Field service
c) Fleet Management
Question 5
Often face a bewildering choice when deciding how to equip their sales executives in the field?
a) Sales Person
b) Sales Administrators
c) Sales Executives
Question 6
Refers to any sales or trading activity that is carried out over an electronic network.?
a) Electronic Data Interchange
b) Electronic Procurement
c) E-commerce
Question 7
It is one-way communication that may involve annual reports, press releases, information on products and services, recruitment
opportunities and advertising?
a) Publish
b) Networks
c) Integrate
Question 8
Is a term for methodologies, technologies and e-commerce capabilities used by firms to manage customer relationships?
a) Management Relationship
b) Customer Management
c) Customer Relationship Management
Question 9
Is relatively new, the ideas and principles behind it are not. Businesses have long practiced some form of customer
relationship management.?
a) The Term CRM
b) The Term GAG
c) The Term CIR
Question 10
The internet makes the process of searching for the lowest price a simple task. Therefore, one prediction is that brands will have to become more price competitive to survive in
the new electronic world. ?
a) Trading
b) Pricing
c) Sales Online
Question 11
Can increase the overall professionalism of sales people as they work thought the sales cycle with potential customers?
a) E-commerce
b) Technology
c) Unique Products
Question 12
Is the name give to the last generation of SFA tools?
a) Technology-enabled selling
b) Goods and Services
c) Corporate Network
Question 13
Incorporate a much richer variety of functions to help salespeople acquire and close more business?
A) Technology Advance
B) Corporate Network
C) Technology-enabled sales
Question 14
Is the ability for sales to receive leads from marketing and other departments?
a) Lead Management
b) Opportunity Management
c) Account Management
Question 15
This organizes all information around a sales opportunity to give complete view of the sales cycle, co-ordinate schedules
and resources, and bring the sales process to closure?
a) Lead Management
b) Opportunity Management
c) Account Management
Question 16
The ability of the sales force to produce on-the-spot, customized, accurate product configurations and proposals. It is critically important
for complex product and service sales opportunities?
a) Opportunity Management
b) Account Management
c) Proposal Management
Question 17
The ability to track successfully closed opportunities. This can also track business contacts through companies, subsidiaries, branch offices, departments, etc. with multiple addresses and contacts.?
a) Account Management
b) Opportunity Management
c) Proposal Management
Question 18
Can affect retailer decisions on product stocking, store position, pricing and even trading terms demanded?
a) Customers
b) Sales Executives
c) The Output from direct product profitability systems
Question 19
This takes account of variables such as advertising spend, disposable income and relative price levels to predict future
sales?
a) Sales Department
b) Sales Forecasting
c) c. Training
Question 20