Which of the following practices has improved management of the customer pipeline?
Correct Answer: B
Sales force automation (SFA) has significantly improved the management of the customer pipeline. Here's how:
* Efficiency: Automates routine sales tasks such as order processing, tracking customer interactions, and managing sales leads, allowing sales teams to focus on selling.
* Data Management: Provides a centralized system for storing customer information, sales history, and communication records, enhancing data accessibility and accuracy.
* Pipeline Visibility: Offers real-time visibility into the sales pipeline, enabling better forecasting, opportunity management, and performance tracking.
* Customer Relationship Management: Enhances customer relationship management by providing tools for personalized communication, follow-ups, and customer service.
By automating and streamlining the sales process, SFA helps in managing the customer pipeline more effectively, leading to improved sales performance and customer satisfaction.
References:
* Buttle, F., & Maklan, S. (2019). Customer Relationship Management: Concepts and Technologies.
Routledge.
* Homburg, C., Schafer, H., & Schneider, J. (2008). "Sales excellence: Systematic sales management." Springer.