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A Sales Manager Runs What She Calls "An All-Out Blitz

question 30

Essay

A sales manager runs what she calls "an all-out blitz" with her department to focus on closing sales in the last month of the third quarter. Her department exceeded its quota by 20%. The strategy involved a focus on closing as many pending sales as possible and moving customers in the evaluation stage to the buying stage. During the fourth quarter, the team closed fewer sales than in the third quarter and only generated 50% of the amount that was made in the third quarter.
-In the first quarter following these decreased fourth quarter sales,what should the sales manager focus on when building up pipelines?
A)acquiring as many prospects as possible to enter into the CRM system
B)qualifying prospects so salespeople don't waste effort
C)contacting only prospects who have already purchased because they are proven leads
D)developing new schedules for how often to contact prospects to shorten the sales cycle
E)asking for proof of payment upfront before the entire process has been completed to avoid unpaid invoices

Definitions:

Expensive Labor

refers to the high costs associated with hiring workers, often due to skilled labor demands, labor laws, or other factors increasing wages.

Standard of Living

The level of wealth, comfort, material goods, and necessities available to a certain socioeconomic class in a certain geographic area.

North American Free Trade Agreement

An agreement among the United States, Canada, and Mexico designed to remove tariff barriers between the three countries, promoting trade.

Joint Output

The production of more than one product or service from a single production process or operation.