Professional Selling
Completion requirements
Read these sections and answer the review questions at the end of each section. This chapter discusses the role selling plays in marketing strategies.
Sales Metrics (Measures)
REVIEW QUESTIONS
- How might the sales cycle vary across the types of sales positions? How do salespeople use the sales cycle to manage their performance?
- What is the relationship between conversion ratios and activity goals? How do salespeople use this information? How do sales executives use the information?
- What metrics do sales executives use that salespeople are less concerned with?