Which of the following statements BEST describes why having 5 or fewer stages in your sales pipeline is essential? Fewer stages mean a shorter pipeline, so deals move through the pipeline and close more quickly.Decreases the chance of deals jumping back and forth between stages as they move toward closure.Stages are simply naming conventions that distract from the more important work of selling.The more stages you have, the greater the number of steps, and the more salespeople shift their attention from the customer to completing specified tasks.

Answered: Which of the following statements BEST…

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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Which of the following statements BEST describes why having 5 or fewer stages in your sales pipeline is essential?

Fewer stages mean a shorter pipeline, so deals move through the pipeline and close more quickly.
Decreases the chance of deals jumping back and forth between stages as they move toward closure.
Stages are simply naming conventions that distract from the more important work of selling.
The more stages you have, the greater the number of steps, and the more salespeople shift their attention from the customer to completing specified tasks.

Expert Solution

Step 1

A business performs the role of providing or selling products to customers who want it. The selling activity of business is undertaken by understanding the market perspective and demand pattern.

However, all the selling activities are not the elements of marketing and sales department. The other business tasks such as production, accounts and finance are all aimed for selling function of the business.

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