NOTE! It is important to read carefully and utilize the spurce material provided in your essay. If your essay doesnt reflect understanding of the source material, you will fail this assignment. You can see the scores you can get from is evaluation criteria from the evaluation matrix.
Read the case study and answer these learning questions:
What different ways are there to measure the sales process and how can the efficiency of sales process be measured?
In what cases common pre-defined sales process (e.g. sales pipeline or sales funnel) work well and when should they be used?
What are the drawbacks of implementing these types of pre-defined sales processes?
What differencies exists when plannig a sales process for a company
a) that is penetrating new markets?
b) that already has a rather large market share and long term customer relationships?
How does the conventional sales cycle (presented in the video lecture) differ from the Sales process activities (Figure 3) presented in the case study?
How does sales today differ from traditional sales and what has caused this change?
Is it important to have an acknowledged sales process in a company? Why?
Describe a sales process where you (or one of you) have taken part of as a (consumer) customer.
What did the steps of a conventional sales cycle include in practice in your case?
NOTE 2: Write your answers into a form of an essay, ~5 pages text and return here. Use your thesis layout and remember to mark your references correctly. Urkund will be used with this assignment!