MKTM508

Sales & Distribution

RAJEEV GUPTA

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 Task

• SkillUp is a fast growing ed-tech startup in New Zealand. Since its

inception just 3 years ago, it has already grown to 5000+ customers
and 100+ team members. They offer purely online courses in
upcoming fields. Their courses primarily deal with advanced
technology subjects & is meant for those who want to keep up with the
fast pace of change in technology.

• The reason for this steep growth curve is a strong unit-economics

based business model and an exceptional sales team that continues to
deliver on ambitious targets time and again. They use a lead tracking
software to keep track of sales numbers in real time.

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The sales process is as follows :
1. Lead is generated and assigned to a sales team member
2. Lead Qualified by calling, explaining program details & asking them to
fill out an application form
3. Lead status changes to Prospect when a lead fills in the application
form
4. It finally changes to Sales when the sale has been made and the
participant enrols after paying the first instalment of the fee

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• You are an Inside Sales Associate @ SkillUp and have been performing
consistently. You can find your Sales funnel data for Sep, Oct & Nov in
Exhibit below. As you can see the percentage conversion of the leads
changes slightly every month. For the month of December, you’ve been
assigned a stretch target of 30 enrolments, the new leads that you’ll
receive in the month of December will be 2000.

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• How you will manage & change your sales pipeline and what will you
do to meet the sales target of 30 enrollments.

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• Considering your responses of this activity, how important is the
marketing mix in helping to generate profits?

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THANK YOU

RAJEEV GUPTA