Copyright Restrictions in Document
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Questions and Answers

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?

    <p>Production</p> Signup and view all the answers

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

    <p>20%</p> Signup and view all the answers

    In which stage were installations valued at $1.02 million?

    <p>Installed</p> 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?

    <p>To track and analyze the conversion rates at different stages</p> Signup and view all the answers

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

    <p>Number of leads multiplied by the target number of orders</p> Signup and view all the answers

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

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

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

    <p>A scalable and repeatable sales process generating revenue</p> Signup and view all the answers

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

    <p>To restrict any form of use without specific permission</p> Signup and view all the answers

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

    <p>Creating derivative works like translations or video adaptations</p> Signup and view all the answers

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

    <p>It is strictly prohibited.</p> Signup and view all the answers

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

    <p>Using the material for personal study</p> Signup and view all the answers

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

    <p>Pricing, Selling, Sales Force Management</p> Signup and view all the answers

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

    <p>Creating translations of the document</p> Signup and view all the answers

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

    <p>Classroom discussion</p> Signup and view all the answers

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

    <p><strong>Sales Force Management</strong></p> Signup and view all the answers

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

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

    What is the definition of a visitor?

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

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

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

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

    <p>No creation of translations or abridgments.</p> Signup and view all the answers

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

    <p>To develop potential buyers from strangers to opportunities.</p> Signup and view all the answers

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

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

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

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

    How does the document describe the material content?

    <p>Classroom confidential and for personal study at WHU only</p> Signup and view all the answers

    What action is strictly prohibited in relation to the document?

    <p>Preparing derivative works without permission</p> Signup and view all the answers

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

    <p>'Customer business development'</p> Signup and view all the answers

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

    <p>As a basis for classroom discussion</p> Signup and view all the answers

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

    <p>Preparing video adaptations of the content</p> Signup and view all the answers

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