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

question 41

Multiple Choice

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 exceeds its quota by 20%.
They focused on closing all the pending sales they could,and moving customers in the evaluation stage to buy.At the end of the fourth quarter,however,although her team closed a higher percentage of sales than they had in the third quarter at a higher average dollar value,the team brought in only 70% of what it brought in in the third quarter.
-What critical error did the sales manager 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 she and her team lost focus on the customers' needs.
• C)She relied on the excitement of a sales promotion instead of focusing on the basics of proper sales techniques.
• 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.

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Definitions:

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