We talked about coverage (which is the number of customers)

Call productivity = If I call 40 customers and 32 say yes, I got an 80% productivity rate/success ratio.

SQL = sales qualified leads

MQL = marketing qualified leads

MQL means the possible leads identified by marketers for the salesmen and SQL is done by salesmen

Range selling = selling more than one product to a customer like a speaker with a TV

Depth selling = selling more to the same customer

Beat Size = How many customers you meet

Beat Frequency = How many times you meet

Order to cash cycle = time between taking order and collecting the cash

We also talked about different types of distribution based on category and size. Spot selling and pre-
selling.

We discussed a lot more but this is just a summary of it.