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# 6 - 1 Diamond Line is a distributor of everything a florist...

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1. Diamond Line is a distributor of everything a florist needs to create a beautiful arrangement except the flowers. It sells to 10,000 flower and gift shops and 3,000 supermarkets nationwide. Each florist is called on four times a month, and each supermarket is called on twice a month. A sales call to a florist takes one hour, and a sales call to a supermarket takes two hours of selling time. An average salesperson spends 1,000 hours per year making sales calls. Calculate the number of salespeople Diamond Line needs to cover its account base for a year. Student Response Value Correct Answer Feedback A. 585 0% B. 879 0% C. 312 0% D. 624 100% E. 262 0% General Feedback: Text page 537-538 The common approach to determining the size of a sales force is known as the workload method. NS= (NC x CF x CL) / AST Where, NS= number of salespeople NC= number of customers CF= call frequency necessary to service a customer each year CL= call length AST= average amount of selling time available per year For the florists: (10,000 x 48 x 1) / 1000 = 480 For the supermarket: (3,000 x 24 x 2) / 1000 = 144 Therefore Diamond line needs 480 + 144 = 624 salespeople. Score: 1/1 2. Mr. Burger King is trying to evaluate his sales force by using the conversion rate. Below is data that Mr. King had developed: # Calls = 420,941 # Sales = 15,326 \$ Sales Goals = \$89,000

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\$ Actual Sales = \$123,874 If Mr. King computed the conversion rate, what total would he get? Student Response Value Correct Answer Feedback A. .0364 100% B. 8.0826 0% C. 1.3918 0% D. .7185 0% E. 27.466 0% General Feedback: Lecture Page 87 A. Conversion Rate = (# Sales / # Calls) = (15,326 / 420,941) = .0364 B. 8.0826 ≠ .0364 C. 1.3918 ≠ .0364 D. 0.7185 ≠ .0364 E. 27.466 ≠ .0364 Score: 1/1 3. Louisa wanted to make some extra money, so she went door-to-door in her neighborhood asking people if they had any small jobs that they could hire her to perform. Louisa had no idea of whether anyone had any jobs for her, so she randomly picked the doors she knocked on. In terms of the selling process, Louisa was engaged in _____ when she knocked on a door. Student Response Value Correct Answer Feedback 1. traffic generation 0% 2. lead generation 0% 3. closing 0% 4. cold canvassing 100% 5. handling objections 0%
General Feedback: Text page 529 A) Traffic generation is the outcome of a direct marketing offer designed to motivate people to visit a business. Louisa has no business for people to visit, she is attempting to get hired for small jobs. B) Lead generation is the result of a direct marketing offer designed to generate interest in a product or service and a request for additional information. Louisa uses no direct marketing and is not hoping people request additional information. C) Closing is a stage in the selling process that involves obtaining a purchase commitment from the prospect. Louisa is not engaged in that stage until after she knocks on the door, speaks to a prospect, and then tries to get hired. D) Cold canvassing is when a person randomly picks a name, individual or business and tries to generate leads. This is what Louisa is doing when she randomly picks doors to knock on to try and generate leads for jobs.

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