Although It Is True That Salespeople Can Become More Efficient

question 11

Multiple Choice

Although it is true that salespeople can become more efficient by using CRM software,which of the following is a management decision that could backfire?

• A)giving salespeople access to contact info for customers who have purchased other products previously from the company
• B)providing several weeks of training on a new CRM system
• C)giving salespeople addition territories as a reward for consistently hitting their goals
• D)instituting electronic scheduling to replace paper calendars
• E)raising sales quotas when the CRM system is implemented

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Definitions:

Conjunctive Task

A group task where the performance of the group is determined by the performance of the least capable member.

Process Loss

The inefficiencies that arise in group processes, leading to outcomes that are inferior to what could have been achieved by individuals working independently.

Actual Output

Refers to the real or achieved results or outcome of a process, which can be compared to expected or intended outputs.

Potential Output

Potential output is the maximum amount of goods and services an economy can produce when it fully uses its available resources.