Exam (elaborations)
MRKT 430 Chapter 8 Sales Force Automation Questions and Answers 100% Solved
- Course
- Institution
MRKT 430 Chapter 8 Sales Force Automation
[Show more]
Content preview
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.
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 julianah420. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $14.99. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
75323 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now