Based on the underlying research, which of the following statements accurately interprets the model (above) for the relationship between SFA usage and its outcomes? SFA usage increases the integration and application of customer information which directly improves salesperson performance.Job experience positively influences SFA usage and that increase in SFA usage results in greater salesperson adaptability which indirectly improves relationship quality.SFA usage increases the integration and application of customer information which directly improves the relationship quality with customers.Job experience negatively influences the integration and application of customer information which directly improves salesperson. The diagram illustrates relationships between various factors in a sales context.- **Job Experience:** This factor influences both "SFA Usage" and "Market Information Processing."- **SFA Usage:** Information technology usage in sales (SFA stands for Sales Force Automation) affects "Market Information Processing" and "Adaptive Selling Behavior."- **Market Information Processing:** This is directly influenced by both "Job Experience" and "SFA Usage." It has a direct impact on "Relationship Quality" and "Adaptive Selling Behavior."- **Adaptive Selling Behavior:** Affected by "Market Information Processing" and "SFA Usage," it influences "Relationship Quality" and "Performance."- **Relationship Quality:** Influenced by "Market Information Processing" and "Adaptive Selling Behavior."- **Performance:** Affected by both "Relationship Quality" and "Adaptive Selling Behavior."The flow indicates how experiential and technological factors impact selling behaviors and outcomes in terms of relationship and performance metrics.

Answered: Based on the underlying research, which…

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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Question

Based on the underlying research, which of the following statements accurately interprets the model (above) for the relationship between SFA usage and its outcomes?

SFA usage increases the integration and application of customer information which directly improves salesperson performance.
Job experience positively influences SFA usage and that increase in SFA usage results in greater salesperson adaptability which indirectly improves relationship quality.
SFA usage increases the integration and application of customer information which directly improves the relationship quality with customers.
Job experience negatively influences the integration and application of customer information which directly improves salesperson.

The diagram illustrates relationships between various factors in a sales context.

- **Job Experience:** This factor influences both "SFA Usage" and "Market Information Processing."
- **SFA Usage:** Information technology usage in sales (SFA stands for Sales Force Automation) affects "Market Information Processing" and "Adaptive Selling Behavior."
- **Market Information Processing:** This is directly influenced by both "Job Experience" and "SFA Usage." It has a direct impact on "Relationship Quality" and "Adaptive Selling Behavior."
- **Adaptive Selling Behavior:** Affected by "Market Information Processing" and "SFA Usage," it influences "Relationship Quality" and "Performance."
- **Relationship Quality:** Influenced by "Market Information Processing" and "Adaptive Selling Behavior."
- **Performance:** Affected by both "Relationship Quality" and "Adaptive Selling Behavior."

The flow indicates how experiential and technological factors impact selling behaviors and outcomes in terms of relationship and performance metrics.

Expert Solution

Introduction

Sales automation tools are used the software and framework used to enhance the performance of the sales team by automating the repetitive tasks in the sales process. It increases the quality of customer journey and helps the employees to provide more qualitative time to serve customers.

It helps the company to decrease the team required in marketing. This increases the margins and profitability for the company.