24 Customer interaction, analysis and refinement are not important elements in the client relationship management process.Select one: O True O False25 Which of the following enhance a customer-centric culture?O. a.Educating customers about value chain and cost reduction opportunities O b.Adopting of a relationship or partnership business model O c.All of the answers O d.Provision of customer business consultation and solutions.26 Leadership is the capability to make things happen for the benefit of the sales organization and its customers.Select one: O True O False 27 Effective sales forecasts enables companies to properly invest against their market opportunities.Select one: O True O False28 A strong corporate vision and effective strategic market planning are closely finked with how the organization is structured and how it interacts with its customers.Select one: O True O FalseQuestion 29 Developing sales forecasts is one of the integral part of an organization's overall planning and strategy development efforts.uses of information by.and is an O a.Most important, salespeople O b.None of the answers Oc Most important, sales representative O d.Most important, sales managers30 Sales forces are becoming..hierarchical with more responsibility is being given to the salesperson.layers of management while O a.More, less O b.Less, less None of the answers O d.More, more O e.Less, fewer31 The freedom of action and opportunities for personal initiative is among the several rewarding aspects of a sales career Select one: O True O FalseQuestion 32 The actual implementation of the strategies and programs is relevant to which of the following in the CRM process cycle?O a.Knowledge discovery O b.Market planning O c.Customer retention O d.Analysis and refinement O e.Customer interaction33 The broad spectrum of technological tools are not available to sales managers and sales organizations Select one: O True O FalseOrganizing the activities and management of the sales force is irrelevant to strategic sales planning 34 Select one: O True O False35 Any application that is designed to help the company optimize interactions with customers, suppliers, or prospects via one or more touch points is referred to as: O a.VHS O b.CRM WMS O d.PRM O erpQuestion 36 Knowledge discovery and market planning are essential elements of CRM process cycle.Select one: O True O False37 Which of the following factors do companies take into consideration when they decide whether to use independent agents or a company sales force?O a.Strategic flexibility O b.Economic criteria O c.Control O d.Transaction costs O e.All of the answers38 Manufacturers 'representatives have ... their principals' instructions to concerning the prices, and terms of sale.O a.Authority, modify O b.No authority, modify O c.Some authorities, modify O d.None of the answers39 Effective leadership of salespeople includes communicating with salespeople rather than controlling them, Select one: O True O False40 Which factor do the following sales activities belong to?Close the sales, overcome objections, adapt to presentations, sell value added None of the answers O a.O b.Relationshsip selling O c.Consulting O d.Entertaining O e.Prospecting41 Which of the following is included in the organizational formalization process?aStructure O b.Tools O c.Managerial knowledge O d.Process O e.All of the answers42 A key component of market orientation is exhibiting a customer orientation in some levels and units of an organization Select one: O True O False43 Market opportunity analysis involves an understanding of the differences in the market potential concept, sales potential, sales forecast, and sales quota Select one: O True O False44 Which of the following components organizations are analyzing when they plan for increasing their capacity for change?O a.The relationship O b.all of the answers Customers O d.Managerial decision-making45 Which of the following is not an advantage of a sales job?O a.Unfavorable Working Conditions O b.Less opportunities for Rewards O c.Low Job Variety d.Low Job Autonomy O e.All of the above46 Extrinsic award is an intangible reward given to employees for accomplishment such as a financial or monetary incentive.Select one: O True O FalseQuestion 47 Which of the following is not considered a key success factor in selling?O a.Overcoming objections O b.Proficiency in interacting with people from all levels in the organization c.None of answers O d.Non-verbal communication skills O e.Closing skills48 Innovation is the desire to think outside the box, do things differently, and embrace change;Select one: O True False49 are intermediaries who... title or possession of the goods they sell and are ..... EEFY ... compensated solely by commissions from their principals.O a.Selling agent, do take O b.Manufacture's representatives, do not take O c.Selling agents, do not take O d.Manufacture's representative, do take50 Which of the following critical drivers of change for reinventing sales organizations may not contribute to a sound organizational sales culture?Building long-term relationships with customers.To.b.Better integrating salesperson performance evaluation O c.Leveraging available technology for sales success.O d.Shifting sales management style from coaching to demanding51 Sales forecasting is indirectly linked with the overall market opportunity analysis the firm Select one O True O False52 Which of the following departments can make use of the sales forecasts in its planning activities?O a.Purchasinf department O b.Manufacturing department Human resources department O d.All of the answersQuestion 53 Which of the following not in harmony with the critical drivers of change identified for reinventing sales organization?O a.Gaining less job ownership and commitment from sales people O b.Building long-term relationships with customers O c.None of the answers O d.Creating sales organizational structures that are more adaptable to the needs of different customer groups.O e.Shifting sales management style from commanding to coaching.54 In many cases companies use of independent agents instead of company salespeople is an important option.Select one: O True O False55 Market potential is the exact amount of sales of a commodity, a group of commodities in a market during a certain period.Select one: O True O False56 Sales career offers an unfavorable working conditions with more direct supervision than most other careers.Select one: O True O False

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