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1. How does knowing a customers needs improve a salespersons ability to successfully achieve sales goals?
A. It provides the salesperson an opportunity to disclose competitive information
B. It controls the sales process by giving the salesperson more information
C. It allows the salesperson to customize solutions for the customer
D. It helps the salesperson find ways to lead the customer
2. How does customer relationship management (CRM) help marketers collect, analyze, and use data to increase marketing effectiveness?
A. By gathering customer touch points/contacts
B. By decreasing task accountability
C. By reducing product service
D. By increasing competitor knowledge
3. How does customer relationship management (CRM) transform an organization?
A. It tracks activities to redesign production
B. It aligns responsibilities to buyer value creation
C. It evaluates management of production
D. It identifies global potential for operations
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