Professional Documents
Culture Documents
Chapter 3:
Sales Opportunity
Management
Sales Opportunity Management
1. Direct Inquiry
Advertising
Direct Mail
Trade publications
Trade shows
2. Directories – Thomas Register
3. Referrals
4. Cold Canvassing
Qualifying Prospects
Automobile 8,000
Lodging and meals 6,250
Entertainment 3,250
Communications 4,500
Samples, promotional material 1,750
Miscellaneous 1,700 25,450
Total Direct Expenses $105,470
Calls Per Year
Total available days 260 days
Less:
Vacation 10 days
Holidays 10 days
Sickness 5 days
Meetings 18 days
Training 12 days 55 days
Net Selling Days 205 days
Average calls per day 3 calls
Total Calls per Year (205 X 3) 615 Calls
Average Cost per Call ($105,470/615) $171.50
Table 3-2 Sales Force Costs Across Selected Industries
5,000
10,000
Calls
Calls
Competitive Position
Strong Weak
Core Growth
Accounts Accounts
High Accounts are very Accounts are potentially
attractive. attractive.
Invest heavily in selling May want to invest
resources. in heavily
Drag Problem
Accounts Accounts
Low Accounts are moderately Accounts are very
attractive. unattractive.
Invest enough to maintain Minimal investment
current position. of selling resources.
$20,000
$10,000
1 2 3 4 5 6
Number of Sales Calls Per Quarter
12 11 50% closure
9 probability
10
Qualified
7 5 75% closure
probability
8 6
3 4 90% closure
Best few probability
1 2
Service
Calls
Selling
Administrative 13% Face-to-Face
Tasks
29%
16%
25%
17% Selling over
the phone
Waiting and
Travel
Importance
High Low