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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:

MRPII

Manufacturing Resource Planning, an integrated method of operational and financial planning for manufacturing companies.

Financial Planning

The process of estimating the capital required and determining its competition; it's the process of framing financial policies in relation to procurement, investment, and administration of funds of an enterprise.

Operations And Logistics

The management of the processes involved in producing and distributing goods and services.

EOQ

Economic Order Quantity, a formula used in operations management to determine the optimal order size that minimizes the total inventory holding costs and ordering costs.