Although it is true that salespeople can become more efficient by using CRM software,which of the following is a management decision that could backfire?
A)giving salespeople access to contact info for customers who have purchased other products previously from the company
B)providing several weeks of training on a new CRM system
C)giving salespeople addition territories as a reward for consistently hitting their goals
D)instituting electronic scheduling to replace paper calendars
E)raising sales quotas when the CRM system is implemented

Question

Quizplus · Accepted Answer

Raising sales quotas when the CRM system is implemented could put undue pressure on salespeople and lead to unethical or aggressive sales practices, which can harm customer relationships and ultimately lead to a decrease in sales. It is important to set realistic quotas and goals that take into account the capabilities of the CRM system and the abilities of the sales team.

Although It Is True That Salespeople Can Become More Efficient