Charles Lin Has Just Been Hired by Frederick Company to Replace

question 47

Multiple Choice

Charles Lin has just been hired by Frederick Company to replace a sales representative who is retiring after 40 years with the company.The older representative is training Charles on procedures and customers in his territory for three weeks before he retires,and Charles knows this is a huge opportunity to learn about the prospect base.When Charles asks which CRM system the company uses,the older representative says,"Everyone else here uses some computer program called Salesforce,but I won't touch it.I know my customers like the back of my hand! Never needed to write anything down."
Charles is concerned.He used Salesforce in college and knows how vital it is to have customer information,sales records,preferences,and conversations recorded.He talks to the sales manager,who tells him the representative's sales were decent,and all his invoices came in,so they left him alone and never forced him to use the CRM system.
-How does the retiring representative's not using a CRM system affect Frederick Company?

• A)His customer knowledge is lost when the sales representative leaves instead of being able to be passed on to the rest of the company.
• B)The sales representative's territory won't be maximized because everyone he has contacted will not purchase from Frederick Company again.
• C)The entire company's pipeline forecasts have been incorrect for years,and cannot be fixed even after the representative leaves.
• D)The sales representative must have been skimming money from the company by not reporting sales accurately for years.
• E)If the representative has refused to use the CRM system,there must be other procedures he has not complied with accurately that are probably costing the company money.

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Definitions:

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