chapter 12 questions

1 2 3 4 5

6 7 8 9 10

14131211

17 1816

15

19 20

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