Sales Manufacturing: Opportunity Development Simulation

Overview/Description
 In this simulation, you will serve as a sales manager for Koshi Electronics, a manufacturer of business equipment whose product lines run from calculators to multifunction fax units and professional-grade copiers. With a combination of inside and field-sales personnel, Koshi sells its products strictly on a business-to-business level, focusing on three market segments: corporate, government, and retail channels. Koshi, in business for just over three years, has not made a concerted effort to identify and standardize the best practices for selling their products most effectively in the market they serve. The result is that management cannot reliably forecast future sales results, and individual sales performance tends to follow a series of unpredictable peaks and valleys. Management at Koshi has been studying the principles of Sales Manufacturing, and they believe it is the answer to their ailing performance in the marketplace. This simulation is based on the SkillSoft series "Sales Manufacturing(TM): Building a Predictable Sales Machine" and contains links to the following courses: SALE0421 and SALE0422.

Target Audience
 This simulation will be useful for learners beginning a career as a sales professional, as well as for seasoned sales people who are seeking to take their careers to the next level.

Expected Duration
0.5 hours

Lesson Objectives:

Sales Manufacturing: Opportunity Development Simulation

  • calculating performance measures.
  • creating an ICP.
  • completing a TAS matrix for market segmentation.
  • generating leads.
  • prequalifying sales opportunities.

    • Course Number: SALE0420