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Question 492 - CSCP discussion

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Which of the following options typically is a component of sales force automation during implementation of customer relationship management (CRM)?

A.
Automatic call distribution
Answers
A.
Automatic call distribution
B.
Online product configuration
Answers
B.
Online product configuration
C.
Opportunity management
Answers
C.
Opportunity management
D.
Response management
Answers
D.
Response management
Suggested answer: C

Explanation:

Sales force automation (SFA) in the context of CRM includes several components that help streamline and optimize the sales process. Opportunity management is a critical component, which involves:

Tracking Sales Opportunities: Helps sales teams manage and track potential sales from initial contact through to closure.

Pipeline Management: Provides visibility into the sales pipeline, helping sales managers forecast future sales and allocate resources effectively.

Improved Efficiency: Automates repetitive tasks and ensures that no opportunities are overlooked, improving the overall efficiency of the sales force.

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

Greenberg, P. (2009). CRM at the Speed of Light: Social CRM 2.0 Strategies, Tools, and Techniques for Engaging Your Customers. McGraw-Hill.

asked 16/09/2024
Jordan Reid
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