SEP - WIDYA YUNI

Your XSI is 2.8. If your customer base only 35, how many more product group that you need to sell if your XSI target is 5.8?

• 203

• 105

• 98

• 7

Which of these sequences is incorrect?

• Qualification > Value Proposition > Proposal > Get Order

• Prospects > Leads > Opportunities > Customers

• Search > Identify > Acceptance > Proposal > Get Order

• Qualification > Needs Analysis > Value Proposition > Proposal > Negotiation

All of these formula is correct, except?

• Sales Growth = AOF x AC x AOV

• Sales / Number of Orders = AOV

• AC = Active Customers / 12 months

• Total Product Groups / Number of Companies = Avg. XSI

Which one of this activity is not on the "SEARCH" steps?

• Cold Call

• Establishing contact

• Marketing Activities

• Road Show

Which one is the pain point for MRO?

• Bad package

• Custom clearance document

• Supplier not efficient

• One to one replacement

PT HAHAHA has 7 sales employees, with 40 active customers, IDR 1,00,000,000 revenue 82 quotations and 45 purchase orders. How do you define their AOF?

• AOF: IDR 1,000,000,000/40

• AOF: 45/40

• AOF: 45/7

• AOF: IDR 1,000,000,000/45

Today is 22 October 2023. In your customer base, you have 50 customers. Five customers last invoice date was in December 2022. Ten customers last invoice date was seven years ago. Three customers from those ten, gave us PO last month and we were able to sent invoice in the same month. The rest of your customers are active. How many customers that you need to focus on prospecting in your 20 Days Planner?

• 7

• 3

• 5

• 10

Ms. Sisipi is a senior sales engineer. She has 6 customers and each of them have bought Olflex Classic 110 with different length. First customer also purchased Skintop Inox and nothing else. Third customer also purchased Olflex Robust 200 and Epic Ultra. The rest of her customers didn't buy other products than Olflex Classic 110. How much is her XSI?

• 2.5

• 2

• 5

• 1.5

PT UHUY. have bought Olflex Heat 205 MC and Olflex Classic 110 in January 2023. Then, in March, they bought H07RN-F, Olflex Heat 105 MC, Olflex Classic 110, and Olflex Classic 110 CY. How much is the XSI PT UHUY.?

• 3

• 5

• 4

• 6

What is the Product Group code for BUS/FO/coax for cables chains

• B4

• D10

• B12

• A27