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Question 1
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 2
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 3
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 4
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 5
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 6
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 7
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 8
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 9
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 10
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 11
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 12
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 13
Is the name give to the last generation of SFA tools?

a) Technology-enabled selling
b) Goods and Services
c) Corporate Network

Question 14
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 15
Is the ability for sales to receive leads from marketing and
other departments?

a) Lead Management
b) Opportunity Management
c) Account Management

Question 16
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 17
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 18
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 19
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 20
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