30 Questions
What is the lead conversion rate mentioned in the text?
4%
Which stage had a negotiation value of $2.15 million?
Negotiated
What was the total amount billed according to the text?
$1 million
Which term does the text suggest is increasingly borrowed in sales management language?
Production
What is the estimated opportunity win rate mentioned in the text?
20%
In which stage were installations valued at $1.02 million?
Installed
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
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
What is crucial for executives dreaming of a scaleable sales process?
High lead value for billing $1M in 6 months
What does the term 'revenue production process' refer to in the context of managing sales?
A scalable and repeatable sales process generating revenue
Why is it mentioned that the document is 'CONFIDENTIAL AND PROPRIETARY'?
To restrict any form of use without specific permission
What action is prohibited regarding the document according to the text?
Creating derivative works like translations or video adaptations
What is the consequence of using the material without specific permission from Ove Jensen?
It is strictly prohibited.
Which of the following is NOT a form of prohibited use mentioned in the text?
Using the material for personal study
What are the three parts into which the course mentioned in the text is structured?
Pricing, Selling, Sales Force Management
Which of the following activities is specifically mentioned as prohibited in relation to the document?
Creating translations of the document
What kind of discussion was this document prepared as a basis for?
Classroom discussion
Which of the following is explicitly mentioned as part of the course structure in the text?
Sales Force Management
What is the purpose of inbound sales (a.k.a. inbound marketing)?
To use content to attract potential buyers who are already interested.
What is the definition of a visitor?
An anonymous web user known only by the IP address.
What does it mean to activate a lead in inbound sales?
To further qualify a potential buyer based on their click behavior.
What is the main restriction mentioned regarding derivative works of the document?
No creation of translations or abridgments.
In inbound sales, what is the role of outbound research in the sales process?
To develop potential buyers from strangers to opportunities.
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.
What is the main restriction regarding derivative works of this document?
No derivative works are allowed, including translations, abridgments, and adaptations
How does the document describe the material content?
Classroom confidential and for personal study at WHU only
What action is strictly prohibited in relation to the document?
Preparing derivative works without permission
What term did Procter&Gamble use for sales before returning to 'sales'?
'Customer business development'
In what context was the document prepared according to the text?
As a basis for classroom discussion
What action is explicitly mentioned as not allowed in relation to the document?
Preparing video adaptations of the content
Learn about the limitations and restrictions on digitizing, reproducing, and transmitting documents. Understand the restrictions on creating derivative works such as translations, abridgments, and video adaptations. Explore the concept of inbound sales and marketing strategies.
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