Sales force automation uses software to streamline the sales

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BTGmoderatorDC: Moderator; Posts: 7187; Joined: Thu Sep 07, 2017 4:43 pmFollowed by: 23 members

by BTGmoderatorDC » Sun Apr 28, 2019 7:48 pm

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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?

OA C

Source: EMPOWERgmat

Source: Beat The GMAT — Critical Reasoning | Sun Apr 28, 2019 7:48 pm

deloitte247: Legendary Member; Posts: 2214; Joined: Fri Mar 02, 2018 2:22 pmFollowed by: 5 members

by deloitte247 » Wed May 01, 2019 9:00 am

OPTION A :- INCORRECT
The number of customers who use the sales force automation doesn't determine if Kravner industries should invest in the program to improve its sales.

OPTION B :- INCORRECT
The cost of the sales force automation program should also be put into consideration, but it isn't the most useful opinion that can be used to evaluate the likelihood of the plan.

OPTION C :- CORRECT
This is quite useful. Knowing the fraction of potential customers to Kravner industries customers would help them to invest in a dedicated sales force automation to improve their sales.

OPTION D :- INCORRECT
The argument already explained what the sales force automation does, which seems to be very effective, so this fact has been established in the argument.

OPTION E :- INCORRECT
This is like the most unacceptable reason why Kravner industries should also start using the sales force automation program, because it tells us nothing about the program and how effective it can be to help the Kravner industries improve their sales.

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