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

question 33

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.
-What is the most likely explanation for this difference?
A)The prospects the team worked with in the fourth quarter had maximized their budgets.
B)The manager didn't adequately train the team in how to conduct fourth-quarter sales.
C)Pending sales are the only sales that were tallied in the final figures for each quarter.
D)The team neglected the pipeline and prospect development.
E)The team failed to align the selling and buying process.

Definitions:

Discounted

A reduced price or value, often as an incentive for purchase, representing a deduction from the usual cost of goods or services.

Discount Rate

The interest rate used to discount future cash flows to their present value.

Round

To adjust a number to a desired degree of precision, usually to a nearby value that is easier to work with or understand.

Markup

The sum included in the purchase price of products to account for overhead expenses and gain profit.