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Mercuri Italy New comers Quiz 1

RPAC Means

Results - Portfolio - Actions- Capabilities

Results - Planning - Actions - Capabilities

Results - Portfolio - Activities - Capabilities

Results - Planning - Activities - Capabilities

Which statements bellow are Correct ? (multiple answers are possible)

Results cannot be changed neither managed , they are reflecting the past

A dynamic analysis of results is : comparing to the target for the given period

There are no good or bad results. There are only results which conform (or not) to the targets set within the framework of the sales policy of the company.

Each salesperson / sales team must have personalized and multi-criteria result targets:

The Key task of Sales management is to manage the results of the sales force

Sales results are coming from Product portfolio

A customer Portfolio is measured and steered by

The quantity , the quality, the direction

The number, the potential, the penetration

The number, the quality, the penetration

Pipe line management is based on 3 main indicators

Number of opportunities - Value of opportunities - Probability to win

Number of opportunities - Quality of opportunities- Probability to win

Number of opportunities - Direction of opportunities - Probability to win

Sales activity management is crucial because (multiple answers are possible)

Monitoring the actions in real time enables you to guarantee the future results: the efforts today will give their results tomorrow.

There is a direct link between the results of a salesperson / sales team and the sales pressure exerted on their clients and prospects

In sales there is only one way to get more results : by doing more sales activities.

Sales activity management is :

Managing Quantity, Quality and Efficiency

Managing Quantity, Quality and Direction

Managing Quantity, Quality and Performance

Building an Sales plan in line with the company’s strategy means (multiple answers are possible)

Setting individual priorities and establishing performance targets

Translating sales objectives into customer portfolio objectives

Quantifying the required level of sales activity (quantity, direction, quality)

Developing the right capabilities

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