Companies continue to miss the mark in their quest for Sales Force

1. The main purpose of the author in discussing the various aspects of SFA is to


The author points out that SFA is very critical tool for the success of the company still it is not given much value. Points out some of the issues with in the organisation due to which Its proper usage is not implemented. Suggests for realistic expectations out of their investments in the tools and also focus on the problems faced by the users after the implementation of the tools.So Author advocates for the proper usage of Automation tools.

(A) explain how difficult it is to get any return on investment from SFA
(B) discuss the various advantages and disadvantages of SFA
(C) point out how companies are missing out on getting maximum benefit from SFA ( correct)
(D) criticize the SFA market for not having trained the users well enough in SFA
(E) present the idea that SFA is only useful practically in keeping transactional entries

2. According to the passage, traditional training approaches are inappropriate for SFA projects because

Users are not not illiterate rather they are inexperienced. They also use the tools very less.

(A) the number of SFA users is too low and the users are too inexperienced ( Correct)
(B) user management teams lack experience to properly define transactional goals
(C) these attempt to correct a perceived technology ignorance among SFA users
(D) these fail to improve computer literacy, a missing component among users
(E) these are not capable of helping companies accurately define transactional goals as needed


3. The author implies which of the following regarding SFA in recommending that SFA be used optimally?

Managers and employees should reap in more benefits out of the automation tools.

(A) SFA is a perfect tool to keep track of transactional goals of the sales teams.
(B) SFA can be used for much more than just handling transactions. ( Correct)
(C) SFA can yield a lot of quantifiable benefits to the managers of the sales force.
(D) SFA can be used to keep track of the revenue targets set to the sales force.
(E) SFA must be used only by experienced users who can maximize its benefits.



4. According to the passage, what does the effective implementation of SFA projects depend on?
Users use tolls just for the daily transaction means they are not using the tools upto the limits.

(A) training users for more than baseline functions of SFA
(B) making sure managers and sales staff meet SFA goals
(C) ensuring staff accepts SFA into their routines ( Correct)
(D) raising the literacy level of SFA trainers
(E) quantifying job performance against revenue goals

5. The author would most likely agree with which of the following actions of a company as being crucial to a positive outcome for SFA projects?

"To ensure a successful SFA implementation, companies need to set realistic expectations and consider issues that are unique when deploying the system."

(A) Properly training the training staff
(B) Defining SFA applications in terms of the nature of transactions and goals
(C) Factoring in organizational characteristics to accordingly set attainable goals ( Correct)
(D) Intensifying the pressure on managers to achieve a return on SFA investments
(E) Linking use of sales performance with SFA to ensure return on investment

1. The main purpose of the author in discussing the various aspects of SFA is to

(A) explain how difficult it is to get any return on investment from SFA
(B) discuss the various advantages and disadvantages of SFA
(C) point out how companies are missing out on getting maximum benefit from SFA
(D) criticize the SFA market for not having trained the users well enough in SFA
(E) present the idea that SFA is only useful practically in keeping transactional entries

Correct Answer - C,
Explanation - as mentioned in the passage: " An SFA project’s success hinges on creating a situation where both sales representatives and managers can reap the benefits of the SFA tools but all too often they haven’t relied on technology as a strategic tool to meet objectives.", implies that sales department tend to define SFA in terms of its usefulness handling the transactions they normally work on, and they are not able to fully utilize the benefits of SFA.
Option A - incorrect, as its not difficult, its just not normally used in a way it should be.
Option B - incorrect, as only advantages have been discussed.
Option D - incorrect, its not criticism that's mentioned, author mentions how the sales department is not able to makes the intended use of SFA.
Option E - incorrect, its the one of the many benefits, and the only one used by the sales department people.




2. According to the passage, traditional training approaches are inappropriate for SFA projects because

(A) the number of SFA users is too low and the users are too inexperienced
(B) user management teams lack experience to properly define transactional goals
(C) these attempt to correct a perceived technology ignorance among SFA users
(D) these fail to improve computer literacy, a missing component among users
(E) these are not capable of helping companies accurately define transactional goals as needed


Correct Answer - D,
Explanation - as mentioned in the passage: "In technology deployment, the implementation team assumes the intended users only have a baseline level of computer discipline but frequently mistake the lack of technology use as low literacy on computers. This leads them to adopt unsuitable training techniques."
exactly what Option D implies.
Option A - incorrect, as the number of SFA users is not mentioned in the passage.
Option B - incorrect, the user management teams lack experience in technology and literacy of computers.
Option C, E- incorrect, as opposite is mentioned in the passage.




3. The author implies which of the following regarding SFA in recommending that SFA be used optimally?

(A) SFA is a perfect tool to keep track of transactional goals of the sales teams.
(B) SFA can be used for much more than just handling transactions.
(C) SFA can yield a lot of quantifiable benefits to the managers of the sales force.
(D) SFA can be used to keep track of the revenue targets set to the sales force.
(E) SFA must be used only by experienced users who can maximize its benefits.

Correct Answer - B
Explanation - as mentioned in the passage: "To ensure a successful SFA implementation, companies need to set realistic expectations and consider issues that are unique when deploying the system."
Option A - incorrect, as mentioned as the it can be used for others benefits as well.
Option C, D - incorrect, this is are the benefit that managers of the sales force are already using.
Option E - incorrect, not mentioned that only experienced users can maximize the benefits.




4. According to the passage, what does the effective implementation of SFA projects depend on?

(A) training users for more than baseline functions of SFA
(B) making sure managers and sales staff meet SFA goals
(C) ensuring staff accepts SFA into their routines
(D) raising the literacy level of SFA trainers
(E) quantifying job performance against revenue goals


Correct Answer - D
Explanation - as mentioned in the passage: "In technology deployment, the implementation team assumes the intended users only have a baseline level of computer discipline but frequently mistake the lack of technology use as low literacy on computers. This leads them to adopt unsuitable training techniques. In reality, today’s sales department are mostly made up of users who have been exposed to computers but who have never had to use them consistently and struggle to grasp how much strategic value SFA will have.", implies that training is needed so that the
trainers can better grasp the strategic value of SFA.
Options A, B, C, E - incorrect, as they are incomplete and not important factors in implementation of SFA projects.




5. The author would most likely agree with which of the following actions of a company as being crucial to a positive outcome for SFA projects?

(A) Properly training the training staff
(B) Defining SFA applications in terms of the nature of transactions and goals
(C) Factoring in organizational characteristics to accordingly set attainable goals
(D) Intensifying the pressure on managers to achieve a return on SFA investments
(E) Linking use of sales performance with SFA to ensure return on investment

Correct Answer - C
Explanation - as mentioned in the passage: "To ensure a successful SFA implementation, companies need to set realistic expectations and consider issues that are unique when deploying the system.".
Option A - incorrect, as its incomplete and only a part of what will result in successful outcome.
Option B - incorrect, already happening as per passage.
Option D - incorrect, it helping in successful outcome is not discussed in the passage.
Option E - incorrect, not a crucial action to a positive outcome.

OAs of this RC are posted now, if anyone have any question kindly let me know.

1. C
2. C
3. B
4. A
5. C

Good work by Gautam12121991 and bm2201. Good Luck for the next RCs we have 4 more days left now.

Hi SajjadAhmad Sorry I ran out of time to write explanations. I got 1 wrong, question #3. Can you please give us the explanation of this question please?

Hi SajjadAhmad,

Please help with the official explanation of the 4th Question.

Hope it helps

Hi Sajjadahmad,

Please help with the official explanation of the 2th Question.

Hi Sajjad1994,

Can you also give the official explanation of the 5th question?