Kelly is new to the sales industry and she is discussing some tips with her co-worker.Her co-worker suggests that she should focus on spending a certain percentage of her time on preparing, presenting, and follow-up especially when selling to larger accounts.Which of the following percentage allocation for each stage might Kelly's co-worker have recommended?

Question

Quizplus · Accepted Answer

Kelly's co-worker recommends that she allocates 40% of her time for preparation. For selling to larger accounts, preparation is crucial as it involves researching and analyzing the customers' needs and preferences, identifying potential challenges and solutions, and mapping out a comprehensive strategy. 20% for presentation is relatively lower, as the success of the presentation depends significantly on the preparation phase itself. However, a well-crafted presentation is still necessary to deliver the intended message effectively. Finally, 40% for follow-up is appropriate, as it involves maintaining consistent communication, addressing any concerns or questions that the customers may have, and building a stronger relationship.

Kelly Is New to the Sales Industry and She Is