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MRKT 430 Chapter 8 Sales Force Automation Questions and Answers 100% Solved
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MRKT 430 Chapter 8 Sales Force Automation
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MRKT 430 Chapter 8 Sales ForceAutomation
Sales Force Automation - answer the application of computerized technologies to
support salespeople and sales management in the achievement of their work-related
objectives.
SFA hardware - answer includes desktop, laptop and handheld devices, and
contact/call center technology
SFA software - answer comprises both 'point' solutions that are designed to assist in a
single area of selling or sales management, and integrated solutions that offer a range
of functionality
Members of the SFA ecosystem - answer Solutions providers
Hardware and infrastructure providers
Service providers
Account management - answer offers sales reps and managers a complete view of the
customer relationship including contacts, contact history, completed transactions,
current orders, shipments, enquiries, service history, opportunities and quotations. This
allows sales reps and account managers to keep track of all their obligations in respect
of every account for which they are responsible, whether this is an opportunity to be
closed, an order or a service enquiry.
Activity management - answerkeeps 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.
Activities include preparation of quotations, scheduling of sales calls and following up
enquiries, for example.
Contact management - answerfunctionality includes tools for building, sharing and
updating contact lists, making appointments, time setting, and task, event and contact
tracking. Contact list data include names, phone numbers, addresses, preference data
and email addresses for people and companies, as well as a history of in-bound and
out-bound communications.
Contract management - answerfunctionality enables reps and managers to create,
track, progress, accelerate, monitor and control contracts with customers. Contract
management helps manage a contract's lifespan by shortening approval cycles for
contracts, renewing contracts sooner and reducing administrative costs. The software
may use security controls to ensure only approved people have access to contracts.
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