A sales manager runs what she calls "an all-out blitz" with her department to focus on closing sales in the last month of the third quarter.Her department exceeds its quota by 20%.
They focused on closing all the pending sales they could,and moving customers in the evaluation stage to buy.At the end of the fourth quarter,however,although her team closed a higher percentage of sales than they had in the third quarter at a higher average dollar value,the team brought in only 70% of what it brought in in the third quarter.
-What could be an explanation for this?
A)The prospects the team worked with in the fourth quarter had gone through their budgets and didn't have money to spend.
B)The manager didn't adequately train the team in how to do fourth-quarter sales.
C)Pending sales are the only sales that were tallied in the final figures for each quarter.
D)The team neglected their pipeline and developing prospects,so they did not have enough pending sales to close.
E)The team closed sales in the fourth quarter that were smaller than the ones they closed in the third quarter.

Question

Quizplus · Accepted Answer

The decrease in sales in the fourth quarter could be attributed to the team neglecting their pipeline and not developing enough prospects, resulting in fewer pending sales to close.

A Sales Manager Runs What She Calls "An All-Out Blitz