Copyright Restrictions in Document

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What is the lead conversion rate mentioned in the text?

20%

50%

4% (correct)

80%

Which stage had a negotiation value of $2.15 million?

Orders, Bookings

Negotiated (correct)

Opportunities

Installations

What was the total amount billed according to the text?

$5.38 million

$1.02 million

$1 million (correct)

$1.07 million

Which term does the text suggest is increasingly borrowed in sales management language?

Production Signup and view all the answers

What is the estimated opportunity win rate mentioned in the text?

20% Signup and view all the answers

In which stage were installations valued at $1.02 million?

Installed Signup and view all the answers

In managing sales, what is the purpose of structuring the 'blackbox' from contact to contract into progress stages and micro-conversions?

To track and analyze the conversion rates at different stages Signup and view all the answers

What factors determine the number of leads needed for successful sales according to the text?

Number of leads multiplied by the target number of orders Signup and view all the answers

What is crucial for executives dreaming of a scaleable sales process?

High lead value for billing $1M in 6 months Signup and view all the answers

What does the term 'revenue production process' refer to in the context of managing sales?

A scalable and repeatable sales process generating revenue Signup and view all the answers

Why is it mentioned that the document is 'CONFIDENTIAL AND PROPRIETARY'?

To restrict any form of use without specific permission Signup and view all the answers

What action is prohibited regarding the document according to the text?

Creating derivative works like translations or video adaptations Signup and view all the answers

What is the consequence of using the material without specific permission from Ove Jensen?

It is strictly prohibited. Signup and view all the answers

Which of the following is NOT a form of prohibited use mentioned in the text?

Using the material for personal study Signup and view all the answers

What are the three parts into which the course mentioned in the text is structured?

Pricing, Selling, Sales Force Management Signup and view all the answers

Which of the following activities is specifically mentioned as prohibited in relation to the document?

Creating translations of the document Signup and view all the answers

What kind of discussion was this document prepared as a basis for?

Classroom discussion Signup and view all the answers

Which of the following is explicitly mentioned as part of the course structure in the text?

Sales Force Management Signup and view all the answers

What is the purpose of inbound sales (a.k.a. inbound marketing)?

To use content to attract potential buyers who are already interested. Signup and view all the answers

What is the definition of a visitor?

An anonymous web user known only by the IP address. Signup and view all the answers

What does it mean to activate a lead in inbound sales?

To further qualify a potential buyer based on their click behavior. Signup and view all the answers

What is the main restriction mentioned regarding derivative works of the document?

No creation of translations or abridgments. Signup and view all the answers

In inbound sales, what is the role of outbound research in the sales process?

To develop potential buyers from strangers to opportunities. Signup and view all the answers

What action is taken by inbound marketing after attracting a visitor?

Convert the visitor into filling out a contact form or subscribing to a newsletter. Signup and view all the answers

What is the main restriction regarding derivative works of this document?

No derivative works are allowed, including translations, abridgments, and adaptations Signup and view all the answers

How does the document describe the material content?

Classroom confidential and for personal study at WHU only Signup and view all the answers

What action is strictly prohibited in relation to the document?

Preparing derivative works without permission Signup and view all the answers

What term did Procter&Gamble use for sales before returning to 'sales'?

'Customer business development' Signup and view all the answers

In what context was the document prepared according to the text?

As a basis for classroom discussion Signup and view all the answers

What action is explicitly mentioned as not allowed in relation to the document?

Preparing video adaptations of the content Signup and view all the answers