MKTG-3750 Lecture 1: SPI
Document Summary
Financial: sales force only achieved 60% of the new product sales volume quota. Activity: 98% of sales people successfully passed the new product knowledge test. Customers: 30% of its target customers had never heard of this product. 90% of the customers who tried the product were willing to repurchase. Talents: the sales people were knowledgeable about the new product. Strategy and sales goals: try to get the product more well known, so that the product can have higher sales. Focal performance gap: current sales goal is 40% less than quota. Spi objective: to increase the sales revenue from 60% to 70%-80% in the next 3 months. The manager used sales volume to see how the sales were. Then surveyed to compare the how much of the product was being sold. The manager conducted the following sur(cid:448)ey of percent s to sell ho(cid:449) the product (cid:449)as selling.
