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A company finds that one of its warehouses is out of capacity to store products. Expanding the physical size of the warehouse is not an option. The most appropriate solution would be to increase the:
The purpose of price differentiation is to:
In a make-or-buy decision, if the product is modular and the company is dependent on knowledge and capacity, outsourcing most likely will be:
A company's annual cost of goods sold is $350 million, and inventory carrying cost is 18%. The company averages four inventory turns. The cost savings resulting from increasing inventory turns from four to six would be:
Throughout most of the supply chain, safety stock will be de-emphasized as a result of improved:
The practice of supply chain members acting in close collaboration while retaining independent ownership is known as:
A company considers moving a portion of its production to a distant country to support a major customer. Which of the following actions is most effective in mitigating the risk of financial loss in the event of a global economic downturn?
Which of the following types of risk typically would be most difficult to plan for and mitigate?
For an item with high profit impact and low supply risk, what would be a likely procurement strategy to support the overall supply strategy?
Which of the following elements typically is considered to be an output of demand planning?

Question 54 - CSCP discussion

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Which of the following practices has improved management of the customer pipeline?

A.
Reverse auctions
Answers
A.
Reverse auctions
B.
Sales force automation
Answers
B.
Sales force automation
C.
Finite capacity planning
Answers
C.
Finite capacity planning
D.
Point-of-purchase metrics
Answers
D.
Point-of-purchase metrics
Suggested answer: B

Explanation:

Sales force automation (SFA) has significantly improved the management of the customer pipeline. Here's how:

Efficiency: Automates routine sales tasks such as order processing, tracking customer interactions, and managing sales leads, allowing sales teams to focus on selling.

Data Management: Provides a centralized system for storing customer information, sales history, and communication records, enhancing data accessibility and accuracy.

Pipeline Visibility: Offers real-time visibility into the sales pipeline, enabling better forecasting, opportunity management, and performance tracking.

Customer Relationship Management: Enhances customer relationship management by providing tools for personalized communication, follow-ups, and customer service.

By automating and streamlining the sales process, SFA helps in managing the customer pipeline more effectively, leading to improved sales performance and customer satisfaction.

Buttle, F., & Maklan, S. (2019). Customer Relationship Management: Concepts and Technologies. Routledge.

Homburg, C., Schfer, H., & Schneider, J. (2008). 'Sales excellence: Systematic sales management.' Springer.

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asked 16/09/2024
Sebastian Gryza
40 questions
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