Sales Force Management

Question 1

Workload

Answer 1

= Current accounts (#) * Average time to service an active account + Prospects (#) * Time trying to convert a prospect to an active account.

Question 2

Sales Potential

Answer 2

= Number of Possible Accounts * Buying Power ($)

Question 3

Setting Sales Force Objectives

SMART

Answer 3

SMART = Specific, Measurable, Attainable, Realistic, and Time- bound.

Question 4

Sales Force Effectiveness Metrics

Answer 4

1. Sales ($) / Contacts with Clients (# Calls)
2. Sales ($) / Potential Accounts (#)
3. Sales ($) / Active Accounts (#)
4. Sales ($) / Sales Potential ($)
5. Expenses ($) / Sales ($)

Question 5

Pipeline Analysis

Answer 5

It is used to track the progress of sales efforts in
relation to all current and potential customers in order to forecast short-term sales and to evaluate sales force workload.

Question 6

Cold lead

Answer 6

A lead that has not expressed interest

Question 7

Warm lead

Answer 7

A lead that is expected to be responsive

Question 8

•Pre-Purchase:

Answer 8

This entails identifying prospects from among

cold and warm leads.

Question 9

•Purchase:

Answer 9

After prospects are identified and agree to
additional calls, salespeople engage in second and third meetings with them. Salespeople will engage in persuading, negotiating, and/or bidding.

Question 10

•Post-Purchase:

Answer 10

This includes delivery of the product or
service, installation (if necessary), collection of payments, and possibly training. There is then an ongoing commitment to customer service.

Question 11

Closure rate (for a specific time period)

Answer 11

= Sales derived from a population of leads / Same population of leads