Sandy and Bob's Manager wants to forecast the number of sales that will require fulfillment in the next five months. Toward that end, she applies certain historical averages:
- 2% of cold calls are converted to sales within five months
- 14% of warm call are converted to sales within four months
- 25% of prospects are converted to sale within three months
- 36% of customers who agree to a pre-purchase meeting are converted to sales within 2 months
- 53% of customers who agree to a purchase meeting are converted to sales within 1 month.
On this basis
Write a 2-page assessment of marketing human resource management strategy. Your assessment should address the following questions:
- Considering the sales funnel figures in the example, how many hours-and thus, how many people-will be needed to achieve this product's sales forecast? Explain.
- How would you manage this sales force? Be sure to include examples and your rationale.
- What would your human resource strategy be if the sales target is for 100 units per month? Be sure to provide a rationale for your provided strategy.
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Sales Process
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Hours per engagement
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Cold call
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4 minutes
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Warm call
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27 minutes
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Prospect meeting
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98 minutes
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Pre-purchase meeting
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150 minutes
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Purchase meeting
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140 minutes
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