Question 1

Research conducted on a major consumer packaged goods company by G.K. Hunter and W.D. Perreault Jr. found that the total effect of sales technology orientation on __________.

Accepted Answer

A)  internal role performance was negligible
B)  performance with customers was not applicable
C)  internal role performance was greater than that on performance with customers
D)  performance with customers was greater that that on internal role performance
E)  internal role performance was not applicableF) A) and B)
G) A) and E)

Question 2

Before selecting a PRM solution provider, an organization should decide if it wants to use a solution which is implemented within their organization environment and subsequently across their channel members, or if a SaaS method is the optimal solution.

Accepted Answer

A) True 
 B)False

Question 3

Before selecting a PRM solution provider, an organization should decide if it wants to use a solution, which is implemented within their organization environment and subsequently across their channel members, or if a SaaS method is the optimal solution.

Accepted Answer

A) True 
 B)False

Question 4

_____ take an existing product or service from another organization, add value to the product or service, and then resell that newly formed product or service.

Accepted Answer

A)  Channel partners
B)  Affiliate Partners
C)  OEMs
D)  PRM enablers
E)  VARsF) A) and B)
G) None of the above

Question 5

The difference between how customers think about suppliers and how suppliers think about themselves has been identified as the "market orientation" gap.

Accepted Answer

A) True 
 B)False

Question 6

_________ analyze, score and route potential customers to the appropriate sales personnel.

Accepted Answer

A)  Order Management systems
B)  Lead Management systems
C)  Customer Contact Centers
D)  Contract Management solutions
E)  Activity Management solutionsF) None of the above
G) A) and D)

Question 7

A major reason that buyers use electronic marketplaces or exchanges is to consolidate resources which hopefully would lead to cost reductions.

Accepted Answer

A) True 
 B)False

Question 8

The way to sustain relationships with current customers is to create a passionate customer-centric environment where everyone in the organization, excluding the value delivery network partners has a "buy-in" to this approach.

Accepted Answer

A) True 
 B)False

Question 9

Key questions that need to be answered when implementing and maintaining a cohesive CRM strategy across the value delivery network (VDN)  include all of the following EXCEPT

Accepted Answer

A)  Who owns the customer?
B)  What are the software requirements of each VDN member?
C)  Who owns what information?
D)  Are there conflicts of interest?
E)  Who will manage campaign management?F) A) and B)
G) A) and C)

Question 10

Market orientation and relationship marketing are two distinct marketing strategies which overlap.

Accepted Answer

A) True 
 B)False

Exam 8: Business-To-Business CRM

Before selecting a PRM solution provider, an organization should decide if it wants to use a solution which is implemented within their organization environment and subsequently across their channel members, or if a SaaS method is the optimal solution.

Correct Answer
verified

Before selecting a PRM solution provider, an organization should decide if it wants to use a solution, which is implemented within their organization environment and subsequently across their channel members, or if a SaaS method is the optimal solution.

Correct Answer
verified

The way to sustain relationships with current customers is to create a passionate customer-centric environment where everyone in the organization, excluding the value delivery network partners has a "buy-in" to this approach.

Correct Answer
verified

Market orientation and relationship marketing are two distinct marketing strategies which overlap.

Correct Answer
verified

Research conducted on a major consumer packaged goods company by G.K. Hunter and W.D. Perreault Jr. found that the total effect of sales technology orientation on __________.

Correct Answer
verified

Key questions that need to be answered when implementing and maintaining a cohesive CRM strategy across the value delivery network (VDN) include all of the following EXCEPT

Correct Answer
verified

The difference between how customers think about suppliers and how suppliers think about themselves has been identified as the "market orientation" gap.

Correct Answer
verified

_________ analyze, score and route potential customers to the appropriate sales personnel.

Correct Answer
verified

A major reason that buyers use electronic marketplaces or exchanges is to consolidate resources which hopefully would lead to cost reductions.

Correct Answer
verified

_____ take an existing product or service from another organization, add value to the product or service, and then resell that newly formed product or service.

Correct Answer
verified

Exam 8: Business-To-Business CRM

Before selecting a PRM solution provider, an organization should decide if it wants to use a solution which is implemented within their organization environment and subsequently across their channel members, or if a SaaS method is the optimal solution.

Correct AnswerverifiedShow Answer

Before selecting a PRM solution provider, an organization should decide if it wants to use a solution, which is implemented within their organization environment and subsequently across their channel members, or if a SaaS method is the optimal solution.

Correct AnswerverifiedShow Answer

The way to sustain relationships with current customers is to create a passionate customer-centric environment where everyone in the organization, excluding the value delivery network partners has a "buy-in" to this approach.

Correct AnswerverifiedShow Answer

Market orientation and relationship marketing are two distinct marketing strategies which overlap.

Correct AnswerverifiedShow Answer

Research conducted on a major consumer packaged goods company by G.K. Hunter and W.D. Perreault Jr. found that the total effect of sales technology orientation on __________.

Correct AnswerverifiedShow Answer

Key questions that need to be answered when implementing and maintaining a cohesive CRM strategy across the value delivery network (VDN) include all of the following EXCEPT

Correct AnswerverifiedShow Answer

The difference between how customers think about suppliers and how suppliers think about themselves has been identified as the "market orientation" gap.

Correct AnswerverifiedShow Answer

_________ analyze, score and route potential customers to the appropriate sales personnel.

Correct AnswerverifiedShow Answer

A major reason that buyers use electronic marketplaces or exchanges is to consolidate resources which hopefully would lead to cost reductions.

Correct AnswerverifiedShow Answer

_____ take an existing product or service from another organization, add value to the product or service, and then resell that newly formed product or service.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified