If Positive Methods of Encouraging Salespeople to Use CRM Systems

question 54

Multiple Choice

If positive methods of encouraging salespeople to use CRM systems are not effective,some managers have instituted penalties for non-use such as:

• A)asking salespeople to submit written statements about why they are not using the software
• B)awarding prizes to salespeople who record all their sales calls in the CRM software
• C)withholding salaries or suspending benefits
• D)providing remedial training courses in computer skills before salespeople can begin training on the CRM system
• E)refusing to accept sales records not filed through the CRM system

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Definitions:

Posttest

An evaluation of advertisements after the ad campaign is launched by a sample of targeted consumers.

Objective-and-Task Method

A budgeting approach where the budget is set based on the cost of specific tasks or objectives that must be accomplished to achieve marketing goals.

Percentage-of-Sales Method

A budgeting technique for marketing or advertising that bases the budget on a fixed percentage of the sales revenue.

Affordable Method

A promotion-mix budgeting strategy in which firms set their promotion budget based on what they believe they can afford.