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MAR3592CBE Section 01CBE Strategic Sales and Sales Management (11 Weeks) – CBE Online Course – 2024 Winter Quarter
Deliverable 6 – CRM Report
Deliverable 6 – CRM Report
Assignment Content
Competency
Assess software programs for sales management and customer relationship management (CRM).
Student Success Criteria
View the grading rubric for this deliverable by selecting the “This item is graded with a rubric” link, which is located in the Details & Information pane.
Scenario
You have owned a boat dealership in San Diego for the past five years and your business is booming! You’ve recently hired 10 additional salespeople. You had over $200 million in sales this year and are projected to do $300 million in sales next year. Your customer base is extensive and includes buyers and prospective buyers from all over the world. In order to increase sales through personalization and targeting, you’ve decided to introduce a CRM software program for you and your team.
Instructions
In a 2-3 page report, address the following and be creative in your responses.
Explain your business needs and priorities (i.e., personalization and targeting for customers and potential customers, pipeline management, etc.).
Make a list of the specific criteria you are looking for in a CRM program (i.e., price range, # of users, # of customers that can be entered, how user friendly it is, etc.).
Create a list of 10 questions you will use to evaluate the software systems you are considering.
Discuss what specifically you will request from the CRM representatives in your live demo sessions to make the demos personalized for your business and the boating industry.
Create a list of 5 questions you will ask your sales team regarding their feedback on the CRM systems that you will have them test.
NOTE – Be sure the documents contain proper grammar, spelling, punctuation, and sentence structure.
Resources
Library Databases:
Gale Virtual Reference (topic overviews & definitions)
Business Source Complete via EBSCO (articles)
Business via ProQuest (articles)
APA Guide
Grammarly is available to assist you with proofreading your work.
Use the Writing Lab for timely feedback to help you fine-tune your deliverable before you submit it for grading.
Submission

 

Struggling with where to start this assignment? Follow this guide to tackle your assignment easily!

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Step-by-Step Guide to Completing Your CRM Report

Step 1: Understand Your Business Needs and Priorities
Think about your boat dealership. You’re selling boats, and you want to keep track of all your customers and their buying preferences. Why do you need CRM software? Is it to remember what your customers like? Or is it to help you sell more boats by keeping everything organized? Your job is to explain why a CRM will help your business.

• Tip: Think about what kind of information you need to keep track of (like names, addresses, phone numbers, and what kinds of boats your customers like).
• What to include: Write 2-3 paragraphs explaining what you need from a CRM system to help your business grow.

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Step 2: List Your Criteria for a CRM Program
Now that you know what you need, think about what kind of CRM system would help you get that. Write down a list of things you would like the CRM to have. For example, you might want it to be easy to use, able to store lots of customers’ information, and provide reports on your sales.

• Tip: Look at the list in your instructions and check off which items you want to include in your CRM system.
• What to include: Create a list of 8-10 important features that a CRM system should have, such as how easy it is to use, how much it costs, or how many users can access it at the same time.

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Step 3: Create Questions for Evaluating CRM Software
You will need to choose the best CRM system for your business. How do you know which one is the best? You can ask questions to the software companies. Think about what is important to you—things like how much it costs, how easy it is to use, and if it will help your sales team.

• Tip: Write down 8-10 questions you would ask the CRM company. For example, “How does your software help me track customer preferences?” or “Can I use it on my phone?”
• What to include: Create a list of 10 questions you can ask CRM software companies to help you choose the right one.

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Step 4: Personalize Your Demo Request
You’ll get to see how the CRM works in a demo, but you need to make sure it’s the right fit for your business. In your demo, ask the company to show you features that are important to your boat dealership. For example, ask them to show you how it can help you track different types of boats your customers like.

• Tip: Think about your business and ask for a demo that shows how the CRM can help with the specific things you need, like tracking boat sales.
• What to include: Write a paragraph or two explaining the key features you would want the CRM demo to show you. Make it clear that you’re in the boat sales business!

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Step 5: Ask Your Sales Team for Feedback
After testing the CRM, you’ll want to ask your sales team what they think. Was it easy to use? Did it help them track customers and close sales?

• Tip: Imagine you are one of your salespeople. What would you want the CRM to do?
• What to include: Create a list of 5 questions to ask your sales team about their experience with the CRM software. This will help you understand if it’s the right choice for your business.

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Step 6: Write Your Report
Now that you’ve gathered all your thoughts, it’s time to write your report. This will be 2-3 pages long. Your report will have the following sections:

1. Business needs and priorities
2. Criteria for choosing a CRM
3. Questions for evaluating the CRM software
4. How you plan to personalize the CRM demo
5. Questions for your sales team

• Tip: Each section should have at least one paragraph explaining what you’ve learned. Be clear, concise, and write in your own words.
• What to include: Use headings for each section and make sure your report is easy to follow.

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Final Tips:

• Proofread: Make sure to check your spelling, grammar, and punctuation before you submit the assignment.
• Cite Your Sources: If you use any outside information, be sure to cite it properly in APA format.
• Ask for Help: If you don’t understand something, ask your teacher for clarification or help.

Good luck with your assignment! You’ve got this!

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