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Name: ___________________________________
Date: ___________________________________
Sales Management - Chapter 5
- 1. Call Management Activities
- 2. Opportunity Management Activities
- 3. Account Management Activities
- 4. Territory Management Activities
- 5. Call Management Metrics
- 6. Opportunity Management Metrics
- 7. Examples of Territory Management Metrics
- a. % of Reps doing call planning, Call plan usage, Average talk time, Adherence to process
- b. Plan the call, Execute the Call, Debrief & Document the Call
- c. # of customers per rep, Activity Volume per Rep, Avg # leads given to salesperson
- d. Assess Customer Business Needs, Align Company Needs with Customer Needs, Develop Plan to Create Mutual Value, Execute Plan
- e. Gather Information, Qualify, Develop Strategy, Execute Strategy
- f. Prioritize Customers, Define Territories, Define Call Patterns, Execute Calls
- g. # of Opportunity Plans Completed, Adherence to Process, % of qualified opportunities
Name: ___________________________________
Date: ___________________________________
Sales Management - Chapter 5 (Answer Key)
- b 1. Call Management Activities
- e 2. Opportunity Management Activities
- d 3. Account Management Activities
- f 4. Territory Management Activities
- a 5. Call Management Metrics
- g 6. Opportunity Management Metrics
- c 7. Examples of Territory Management Metrics
- a. % of Reps doing call planning, Call plan usage, Average talk time, Adherence to process
- b. Plan the call, Execute the Call, Debrief & Document the Call
- c. # of customers per rep, Activity Volume per Rep, Avg # leads given to salesperson
- d. Assess Customer Business Needs, Align Company Needs with Customer Needs, Develop Plan to Create Mutual Value, Execute Plan
- e. Gather Information, Qualify, Develop Strategy, Execute Strategy
- f. Prioritize Customers, Define Territories, Define Call Patterns, Execute Calls
- g. # of Opportunity Plans Completed, Adherence to Process, % of qualified opportunities
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