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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:

Do Your Best

A motivational encouragement to strive for the highest level of performance possible.

Productivity

The effectiveness of productive effort, especially in industry, as measured in terms of the rate of output per unit of input.

Challenging Goal

An objective that is difficult to achieve but motivates individuals or groups to extend their efforts, skills, and strategies.

Productivity

A measure of the efficiency of a person, machine, system, etc., in converting inputs into useful outputs.