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

question 24

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 critical error did the sales manager most likely make in the all-out blitz month?
A)She focused on sales and forgot about modeling ethical behavior for her team.
B)She pushed the product too strongly and lost focus on the customers' needs.
C)She relied on the excitement of a sales promotion instead of focusing on personal selling.
D)She incorrectly calculated commissions relative to sales for her team members.
E)She failed to look at pipeline analytics and notice the lack of prospects in the pipeline.

Definitions:

Class Reunions

Social gatherings where individuals who were part of the same academic graduating class come together to reminisce and catch up on life post-graduation.

Professional Successes

Achievements and advancements in one's career or professional life, often measured by promotions, recognition, and accomplishments in a field.

Reference Group

A social group that serves as a point of reference in making evaluations or decisions.

Individuals

Refers to single human beings, as opposed to groups or collectives, highlighting the unique characteristics and experiences of each person.