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    Test - Unit 1: Online Sales Course in Strategic Sales Management

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    ankit
    1. The document is a sales course that prompts the user to answer questions about their business, customers, goals and sales funnel. 2. It asks the user to identify their best past customers, what made them successful customers, and how the user's product or service benefited those customers. 3. The user is then asked to set goals for the next 1-3 years for key metrics like revenue, profits, number of customers and order size. They must also outline their sales funnel and target activities to meet their customer acquisition goals.

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    Test - Unit 1: Online Sales Course in Strategic Sales Management

    Uploaded by

    ankit
    34 views7 pages
    1. The document is a sales course that prompts the user to answer questions about their business, customers, goals and sales funnel. 2. It asks the user to identify their best past customers, what made them successful customers, and how the user's product or service benefited those customers. 3. The user is then asked to set goals for the next 1-3 years for key metrics like revenue, profits, number of customers and order size. They must also outline their sales funnel and target activities to meet their customer acquisition goals.

    Original Description:

    Unit Test for the mamgement

    Original Title

    Unit-1-Test

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    1. The document is a sales course that prompts the user to answer questions about their business, customers, goals and sales funnel. 2. It asks the user to identify their best past customers, what made them successful customers, and how the user's product or service benefited those customers. 3. The user is then asked to set goals for the next 1-3 years for key metrics like revenue, profits, number of customers and order size. They must also outline their sales funnel and target activities to meet their customer acquisition goals.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    34 views7 pages

    Test - Unit 1: Online Sales Course in Strategic Sales Management

    Uploaded by

    ankit
    1. The document is a sales course that prompts the user to answer questions about their business, customers, goals and sales funnel. 2. It asks the user to identify their best past customers, what made them successful customers, and how the user's product or service benefited those customers. 3. The user is then asked to set goals for the next 1-3 years for key metrics like revenue, profits, number of customers and order size. They must also outline their sales funnel and target activities to meet their customer acquisition goals.

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    You are on page 1of 7

    Test - Unit 1

    Online Sales Course in Strategic Sales Management

    Be the change you want to see in the world - Mahatma


    Gandhi

    Direction One Consulting

    Name: ____________________________
    Company Name: ___________________________
    Enter links for your business / company:
    1. _
    2. _
    Answer the following questions for your sales situation.
    1. In the last five years, think back to the best
    customers that we have done business with, work
    that we did that was most satisfying for us. Write
    their names and the kind of business we did with
    them:

    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________
    _____________________________________________________________________________

    2. What was common across these customers? Eg


    business has a quality orientation, company is growing,
    industry is expanding, company is launching new products,
    new team is in place, etc.
    Now list down below what conditions do we look for in an
    Ideal Customer for us?
    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________
    2|

    Direction One
    Consulting

    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________

    3. Next what was the impact of our product / service on


    the customers? What did it achieve? Eg save costs, reduce
    process time, increase design capability, etc.
    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________

    4. Our Mission: Is to keep on making this difference to our


    customer and his business.
    Our mission is:
    _____________________________________________________________________________________
    _____________________________________________________________________________________
    _____________________________________________________________________________________
    ________________________________________________________________________________

    5. Answer the following questions:


    1. How much business will we do two years hence?
    2. With how many customers?
    3. What will be the average ticket size of each order?
    4. Which industries?
    5. Which geographies?
    6. At what price?
    7. At what margins?
    8. At what cash flow levels?
    3|

    Direction One
    Consulting

    4|

    Direction One
    Consulting

    S
    No

    Head

    Sales Revenue.

    Profits.

    Investments.

    ROI.

    Collections / Net working


    Capital
    Risk management
    Industry / geography /
    product / customer etc.

    6
    7

    No of customers

    Seasonality of business

    Status Today

    Desired
    Status 1/
    2 / 3 years
    hence

    9
    10

    5|

    Direction One
    Consulting

    6. ACTIVITY PLANNING - MANAGING

    THE

    SALES FUNNEL

    a. My Current Year Financial Target: ___________________________


    Write down your current year vision here. ________________
    b. How much of this will be achieved with existing Customers:
    _______
    c. Subtract b from a to get your target for business from
    new customers:_____________________________________________
    d. Write down your average order value per
    customer.______________
    e. Divide c by d to get the number of new customers you
    need to convert in this
    period.______________________________________
    Draw your sales funnel here:

    ______________________________________________________________________________
    ______________________________________________________________________________
    6|

    Direction One
    Consulting

    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________
    ______________________________________________________________________________

    Assumptions on Sales Funnel / Conversion Ratio:


    To convert ______ customers, I need to meet _______ prospects
    every month.
    To meet _______ prospects, I must make ______ calls every month.

    My activity target for the month / week:


    I will make ________ phone calls per week / month.
    I will meet _________ new prospects every week / month.

    7|

    Direction One
    Consulting

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