The Sales Team Has Just Finished Creating a Process Chart

question 204

Essay

The sales team has just finished creating a process chart of the sales-call process. After fifteen minutes of high-fiving, they decide to tape the flowchart to the conference room wall and stand back a safe distance admiring the many symbols on the chart. You join them, and while you don't know much about sales calls, your expertise in process analysis and improvement is well-respected. What would you look for in the chart that would let you know whether their sales-call process was well-conceived?

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Definitions:

Cumulative Preferred Stock

A type of preferred stock where dividends must be paid, including any arrears, before any dividends can be distributed to common shareholders.

Retained Earnings

The portion of net income that is retained by the company rather than distributed to its shareholders as dividends, used for reinvestment in the business or to pay off debt.

Prior Period Adjustments

Adjustments made to the financial statements to correct errors or omissions in previously issued financial statements.

Treasury Stock

Shares that were issued and subsequently reacquired by the company, reducing the amount of outstanding stock on the open market.