Questionnaire on Sales Force Analysis/Diagnosis
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Q.No. A Name B Region C SBU D Business Area 1 2 3 i Activity planning for the week Prospect Qualification and Cold / Fresh calling Taking appointments for sales visits Preparing quotations ii Travelling to customer locations Making Presentations and Demonstrations Negotiations Order collection Networking Initiatives iii Order Processing Collecting Invoices & submission to customer Payment follow up Gathering customer feedback Forecasting Future Sales Analysis of reports and sales meetings / discussions Training, Coaching and other activities / Post Sales Activities: How much time do you actually spend on the following activities contributing to the selling process? Please fill in the details for following. The total normal time per week is approximated to 45 Hrs ( 9 Hrs / Day ). The time limit can be ex ceeded if that is the ca se. Please mention in terms of Hrs. Please mention in decimal format. For example 15 mins = Presales Activities: Selling Process: Kindly chose the answers from the drop down menus indicated by yellow except for question 3 and 33. Be realistic as far as possible in giving the answers. How important do you think planning is for selling process? How often do you plan your s elling activities? Sales Business Unit specific Questionnaire : Sales Force Diagnosis
Transcript of Questionnaire on Sales Force Analysis/Diagnosis
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Q.No.
A Name
B Region
C SBU
D Business Area
1
2
3
iActivity planning for the week
Prospect Qualification and Cold / Fresh calling
Taking appointments for sales visits
Preparing quotations
ii
Travelling to customer locations
Making Presentations and DemonstrationsNegotiations
Order collection
Networking Initiatives
iii
Order Processing
Collecting Invoices & submission to customer
Payment follow upGathering customer feedback
Forecasting Future Sales
Post Sales Activities:
How much time do you actually spend on the following activities contributing to the sell
process? Please fill in the details for following. The total normal time per week is
approximated to 45 Hrs ( 9 Hrs / Day ). The time limit can be exceeded if that is the case
Please mention in terms of Hrs. Please mention in decimal format. For example 15 mins
Presales Activities:
Selling Process:
Kindly chose the answers from the drop down menus indicated by yellow except for
question 3 and 33. Be realistic as far as possible in giving the answers.
How important do you think planning is for selling process?
How often do you plan your selling activities?
Sales Business Unit specific Questionnaire : Sales Force Diagnosis
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Rank 1
Rank 2
Rank 3
Rank 4
Rank 5Other Factor : Please Explain
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22 How do you contact the customer once the deal is closed?
How will you rate the support from your colleagues during the entire sales process?
Do you keep track of the customers once the deal is closed?
How do you rate the Current Product / Service Delivery Process?
How will you rate the support from the managers during the entire sales process?
Please choose from the various options, the tools which best suits what you are using fo
Reporting. You can choose mutiple options based on your priorities from Rank 1 to Rank
The option selected in one column should not be selected in the other column. If you ha
How do you rate the Current Pricing Structure?
How frequently do you personally visit the customers ?
How important do you think Reporting of Sales Activities is?
How do you handle the References / Contacts created in selling? References are the new
contacts that are created during the interactions with Customers, Dealers and others rel
How important do you think personal visits are to a fresh sales lead / enquiry ? A lead is
enquiry which you get from DIMA team, Letter, Advertisements, Telemarketing, Emails e
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Rank 1
Rank 2
Rank 3
Rank 4
Rank 5
Any Other Type of Training : Please Explain
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33
If you have any other option please specify:
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Factor 1
Factor 2
Factor 3
Factor 4
Factor 5
We would like to understand further about the key issues which you and your team are
facing and are important to improve the sales force productivity. Please enlist them in th
WE WOULD LIKE TO THANK YOU FOR THE TIME YOU HAVE TAKEN OUT TO FILL IN THIS SHEET.
ASSURE YOU THAT THIS INFORMATION SHALL BE USED ONLY FOR ACADEMIC PURPOSE ANDW
NOT BE A PART OF YOUR PERSONAL FILE.
When do you think the coaching must be given to the sales force?
Please rate the importance of a good CRM software in selling process according to you.
What according to you are the key training needs which if imparted can significantly imp
your performance. You can make multiple selections based on your priorities 1 to 5 one each column of different colour. The option selected in one column should not be select
the other column.
How will you rate the importance of current Coaching activity? Coaching is defined as a
continous on the job training of sales personnel after they are trained. This is normally d
by a superior to his subordinate while he is on a GTC (Go To Customer) Call.
Which training method do you feel is the most appropriate one? Please provide us with
choice among the Training Activities.
