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# Sales force automation uses software to streamline the sales process.

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Sales force automation uses software to streamline the sales process.  [#permalink]

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16 Aug 2018, 18:42
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85% (hard)

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45% (01:59) correct 55% (01:47) wrong based on 343 sessions

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Sales force automation uses software to streamline the sales process. At the core of sales force automation is a contact management system to track and record every stage in the sales process for each prospective client, from initial contact to final disposition. Kravner Industries should invest in a dedicated sales force automation program to improve its sales.

Which of the following would be most useful to evaluate the likelihood that the plan outlined above would be successful?

(A) How many customers currently use sales force automation programs?
(B) What would the sales force automation program cost Kravner Industries?
(C)What fraction of Kravner Industries potential customers are already Kravner Industries customers?
(D) How significantly would the degree of effectiveness between initial contact and final disposition vary for the new sales force automation program?
(E) How many of Kravner Industries’ competitors currently use sales force automation programs?

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Re: Sales force automation uses software to streamline the sales process.  [#permalink]

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16 Aug 2018, 23:17
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Premise (would be really easy to understand if you have come across a sales force product):
Salesforce helps companies to track leads & annotate each & every sales contact. The tool would be most effective to add to an organization if most of the potential clients have not enrolled for the service (from the given options in the stem). Hence, option C stands.
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Re: Sales force automation uses software to streamline the sales process.  [#permalink]

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18 Aug 2018, 12:30
Am not from sales..but i understand that the software is intended to improve customer service by tracking and storing all the information of a company's customers. And satisfied customers can help increase sales..the only option talking about customers is option C

however am waiting for someone to give better reasoning...
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Re: Sales force automation uses software to streamline the sales process.  [#permalink]

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28 Aug 2018, 01:13

C) says fraction, but it does not represent quantity; even 99% potential already customer but 1% may still represent a huge number, say 10k.

D) evaluate existing and new program effectiveness, imo through D) we can better determine the likehood of the plan to be successful
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Re: Sales force automation uses software to streamline the sales process.  [#permalink]

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29 Aug 2018, 03:15
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sucal000 wrote:

C) says fraction, but it does not represent quantity; even 99% potential already customer but 1% may still represent a huge number, say 10k.

D) evaluate existing and new program effectiveness, imo through D) we can better determine the likehood of the plan to be successful

The plan is to invest in a dedicated sales force automation program to improve sales.

(C)What fraction of Kravner Industries potential customers are already Kravner Industries customers?
If the fraction is 30%, hence they should invest in the sales force automation program for there is till plenty of room to gain sales. However, if the fraction is, say, 90%, why would Kravner invest in the force while the majority of the potential clients are already it's clients?

(D) How significantly would the degree of effectiveness between initial contact and final disposition vary for the new sales force automation program?
In order for the plan to be successful, it has to help K improve sales. This choice is about maintenance/operation/quality control aspect, it does not help K to gain sales at all, i think if the aim is all about retaining current customers then this could be it

Hope it helps
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Re: Sales force automation uses software to streamline the sales process.  [#permalink]

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31 Oct 2018, 10:28
Quote:
Sales force automation uses software to streamline the sales process. At the core of sales force automation is a contact management system to track and record every stage in the sales process for each prospective client, from initial contact to final disposition. Kravner Industries should invest in a dedicated sales force automation program to improve its sales.

Which of the following would be most useful to evaluate the likelihood that the plan outlined above would be successful?

(A) How many customers currently use sales force automation programs?
(B) What would the sales force automation program cost Kravner Industries?
(C)What fraction of Kravner Industries potential customers are already Kravner Industries customers?
(D) How significantly would the degree of effectiveness between initial contact and final disposition vary for the new sales force automation program?
(E) How many of Kravner Industries’ competitors currently use sales force automation programs?

For the plan to be successful, Kravner Industries should be able to improve it's sales through the new sales force automation program.

Let's have a look at the answer choices.

(A) How many customers currently use sales force automation programs? - This would be extraneous information and would not be much helpful in improving sales for Kravner Industries, also we have no idea if the software is even for the customers. - Irrelevant
(B) What would the sales force automation program cost Kravner Industries? - This is a tempting choice, but the problem is that we have no idea about how Kravner industries was investing prior to this to improve their sales. - OUT OF SCOPE
(C)What fraction of Kravner Industries potential customers are already Kravner Industries customers? - This would be useful information as Kravner industries would then be in a better position to judge, target and invest on new prospect customers. Correct!!
(D) How significantly would the degree of effectiveness between initial contact and final disposition vary for the new sales force automation program? - A trick choice, the effectiveness would be a key factor to evaluate but with option "C" we have a better choice.
(E) How many of Kravner Industries’ competitors currently use sales force automation programs? - None of our business - OUT OF SCOPE
Re: Sales force automation uses software to streamline the sales process.   [#permalink] 31 Oct 2018, 10:28
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