S&P Unit 8-Developing a Sales Plan

Fran is developing her yearly territory plan. Her company has told her that she needs to achieve 50 sales in the first quarter, of which 10 percent are to be comprised of new customers. What type of goal has Fran been given in this scenario?

• achievable

• relevant

• measurable

• profitable

Which is the correct definition of a team sales plan?

• an outline of a company's selling objectives on an open–ended timeline

• a description of the strengths, weaknesses, opportunities, and threats to a sales team

• a list of strategies used to connect with new and existing customers

• a summary of sales goals to be attained within a specified time period

What is the purpose of key account management?

• to build up relationships with the most valuable customers

• to convert prospects into new customers

• to bring back former customers who have left

• to create marketing materials to find new sales leads

A territory plan outlines a company's selling objectives and activities within a specific period of time.

• True

• False

Which sales metric will most likely encourage good key account management?

• gross sales

• units sold

• account growth

• net profits

Mel is seeking to grow a key account. As part of his strategy, he wants to better understand the customer's operations, as well as its general industry. What is a step Mel can take to achieve this objective?

• establish SMART goals

• draft a team sales plan

• map out territories

• run a SWOT analysis for the customer

Outbound sales is a strategy in which a salesperson tries to bring back a dissatisfied customer.

• True

• False

In a SWOT analysis, what do the factors of opportunities and threats have in common?

• They are both internal factors.

• They are both external factors.

• They are both strengths.

• They are both weaknesses.

Which of the following would be considered a strength in a SWOT analysis?

• The government has reduced regulations, allowing for more lucrative sales deals.

• The competition in the territory has gone bankrupt, opening new areas for expansion.

• The market in the area has recently boomed, meaning more demand for a product.

• The sales team is composed of veterans with in-depth knowledge of the industry.

What is an example of a detail that should be included in the market potential section of a team sales plan?

• It is the goal of our sales team to sell bicycle equipment that is both high quality and safe.

• Our company is well regarded in the region, with many customers referring us to their friends.

• The ideal customer for our products are women between the ages of 18 to 29.

• There are 50,000 persons living in the northwest region with an average per capita income of $70,000.