Session 2 CRM sales and recognition

Question 1

Describe the CRM sales process

Answer 1

Each sales step is to be updated.
Prospecting
Qualification
Need analysis
Value proposition
Id. decision making
Perception analysis
Proposal
Negotiation
Closed (Sale)

Question 2

What activities needs to be updated in the CRM? (Examples)

Answer 2

Calls
New tasks
New events coming
Emails

Question 3

How other departments use those data?

Answer 3

• Marketing
• Meeting and event
• Procurement
• Sales support
• Customer success

Question 4

What are the “windows” of the CRM?

Answer 4

• Contact information
• Activity updated
• Opportunities
• Leads listing
• Deals follow up

Question 5

What do sales teams use CRMs for?

Answer 5

To understand their sales pipeline better
To update client and company profiles
To load opportunities (close, win, lost)

Question 6

What do marketing teams use CRMs for?

Answer 6

For campaigns, newsletters, social medias

Question 7

What do customers service/supports use CRMs for?

Answer 7

Client contacts and purchase historic

Question 8

What do supply-chains / procurement use CRMs for?

Answer 8

Products turnover per countries, per shop

Question 9

What do HRM use CRMs for?

Answer 9

for recruitment, measure sales performance and valid commissions

Question 10

What do the sales director use CRMs for?

Answer 10

For check turnover, staff performances, calculate commissions

Question 11

Top CRMs in the world

Answer 11

salesforce
odoo
monday.com
Zoho
ORACLE
HubSpot
Microsoft Dynamics CRM
keap
NETSUITE