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Question 387 - CSCP discussion

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

A.
Third-party logistics (3PL)
Answers
A.
Third-party logistics (3PL)
B.
Sales force automation (SFA)
Answers
B.
Sales force automation (SFA)
C.
Business-to-business (B2B) commerce
Answers
C.
Business-to-business (B2B) commerce
D.
Point-sale (POS) metrics
Answers
D.
Point-sale (POS) metrics
Suggested answer: B

Explanation:

Sales Force Automation (SFA) systems are tools designed to automate sales tasks, streamline sales processes, and manage customer interactions effectively. SFA helps in improving the management of the customer pipeline by providing real-time data on customer interactions, sales activities, and forecasting future sales. This allows sales teams to prioritize leads, track progress, and enhance customer relationship management, ultimately leading to better sales performance and customer satisfaction.

APICS Dictionary, 16th edition.

Customer Relationship Management (CRM) literature.

asked 16/09/2024
Daniel Kuzmanovski
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