# 6 part 3 - 1. Wally is trying to determine how many...

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1. Wally is trying to determine how many salespeople he needs to satisfy the demand for waterslides. Wally's Waterslide World has 6000 customers with a call frequency of 5 times per year. The average length of a sales call is 90 minutes and each salesperson has 20 hours a week, 45 weeks a year available to make these calls. How many salespeople does Wally need to adequately sell waterslides? Student Response Value Correct Answer Feedback A. 100 B. 2250 C. 50 100% D. 1000 E. 3000 General Feedback: Lecture page 87 A. 100 ≠ 50 B. 2250 ≠ 50 C. NS = (NC x CF x CL) / (AST) = (6000 customers x 5 calls necessary x 1.5 hours per call) / (900 hours of average selling time available per year) = 45,000 / 900 = 50 D. 1000 ≠ 50 E. 3000 ≠ 50 Score: 1/1 2. Tina's Travel Agency is evaluating all of their salespeople to see how efficient they have been this year. The company has a sales goal of \$200,000 for each of their salespeople. David has consistently been the top performer. This year, David has made 1,000 calls, closed 500 sales and generated sales of \$400,000. David's conversion rate is _____ and his Meeting Quota ratio is _____. Student Response Value Correct Answer Feedback A. 0.5, 2.0 100% B. 0.5, 4.0 C. 2.0, 4.0 D. 0.5, 800 E. 2.0, 0.5 General Feedback: Lecture page 87 For this problem, the conversion rate is the ratio of the number of sales made to the number of sales calls that were made. The conversion rate = # Sales / # Calls David has made 1,000 calls and 500 sales, so his conversion rate = 500 / 1000 = .5

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The meeting quota ratio is the ratio of the actual sales dollars to the sales goal dollars. The meeting quota ratio = \$ Actual Sales / \$ Sales Goals David has generated \$400,000 in sales and the company goal was to generate \$200,000 per sales person. Therefore, David’s meeting quota ratio = \$400,000 / \$200,000 = 2.0 Score: 1/1 3. At the __________ stage in the personal selling process, a salesperson's physical appearance, speech habits, personality, and even hygiene will have the greatest effect. Student Response Value Correct Answer Feedback A. presentation B. close C. preapproach D. approach 100% E. prospecting General Feedback: Text page 530 A. The “presentation” stage is at the core of the selling process, and its objective is to convert a prospect into a customer by creating a desire for the product or service. It is important for a salesperson to determine format to use, deliver content, use visual aids, demonstrate the product, and handle objections. B. The “closing” stage involves obtaining a purchase commitment from the prospect. It is important for a salesperson to summarize benefits, ask for the sale, confirm the sale, and show appreciation. C.
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## This note was uploaded on 10/04/2011 for the course MAR 3023 taught by Professor Lutz during the Spring '08 term at University of Florida.

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6 part 3 - 1. Wally is trying to determine how many...

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