[TYPE THE COMPANY NAME]
MNM4803 Assignment 3
(COMPLETE ANSWERS) 2025
- DUE 22 August 2025
NO PLAGIARISM
[Pick the date]
[Type the abstract of the document here. The abstract is typically a short summary of the contents of
the document. Type the abstract of the document here. The abstract is typically a short summary of
the contents of the document.]
, Exam (elaborations)
Course
Marketing Metrics (MNM4803)
Institution
University Of South Africa (Unisa)
Book
Marketing Metrics
1. Discuss three (3) ratios that can be used to measure sales team
performance and effectiveness. For each ratio, describe the formula, what
variables and measurements are required as input to the calculation, and
how management can interpret the result. (15)
1. Sales Conversion Rate
The Sales Conversion Rate measures the percentage of leads or prospects that successfully
become paying customers. It is a critical indicator of a sales team's efficiency in turning
opportunities into revenue.
Formula:
Sales Conversion Rate=Total Number of Leads or OpportunitiesNumber of Converted C
ustomers×100
Variables and Measurements:
o Number of Converted Customers: The count of new customers who have made
a purchase within a specific period. This is a simple count derived from a CRM
(Customer Relationship Management) system or sales records.
o Total Number of Leads or Opportunities: The total number of potential
customers the sales team engaged with during that same period. This could be a
raw count of inbound inquiries, MQLs (Marketing Qualified Leads), or
opportunities created in the sales pipeline.
Interpretation: A higher conversion rate indicates that the sales team is highly effective
at closing deals. It suggests they are skilled at qualifying leads, presenting the value
proposition, and overcoming objections. A low conversion rate might signal issues with
lead quality, a need for sales training, or a misalignment between the sales and marketing
teams. Management can use this ratio to identify top-performing sales representatives and
replicate their strategies, or to pinpoint areas for improvement.
2. Average Deal Size (or Average Order Value)
The Average Deal Size measures the average revenue generated per transaction. This ratio helps
to evaluate the sales team's ability to sell higher-value products or services and to upsell or cross-
sell to customers.
MNM4803 Assignment 3
(COMPLETE ANSWERS) 2025
- DUE 22 August 2025
NO PLAGIARISM
[Pick the date]
[Type the abstract of the document here. The abstract is typically a short summary of the contents of
the document. Type the abstract of the document here. The abstract is typically a short summary of
the contents of the document.]
, Exam (elaborations)
Course
Marketing Metrics (MNM4803)
Institution
University Of South Africa (Unisa)
Book
Marketing Metrics
1. Discuss three (3) ratios that can be used to measure sales team
performance and effectiveness. For each ratio, describe the formula, what
variables and measurements are required as input to the calculation, and
how management can interpret the result. (15)
1. Sales Conversion Rate
The Sales Conversion Rate measures the percentage of leads or prospects that successfully
become paying customers. It is a critical indicator of a sales team's efficiency in turning
opportunities into revenue.
Formula:
Sales Conversion Rate=Total Number of Leads or OpportunitiesNumber of Converted C
ustomers×100
Variables and Measurements:
o Number of Converted Customers: The count of new customers who have made
a purchase within a specific period. This is a simple count derived from a CRM
(Customer Relationship Management) system or sales records.
o Total Number of Leads or Opportunities: The total number of potential
customers the sales team engaged with during that same period. This could be a
raw count of inbound inquiries, MQLs (Marketing Qualified Leads), or
opportunities created in the sales pipeline.
Interpretation: A higher conversion rate indicates that the sales team is highly effective
at closing deals. It suggests they are skilled at qualifying leads, presenting the value
proposition, and overcoming objections. A low conversion rate might signal issues with
lead quality, a need for sales training, or a misalignment between the sales and marketing
teams. Management can use this ratio to identify top-performing sales representatives and
replicate their strategies, or to pinpoint areas for improvement.
2. Average Deal Size (or Average Order Value)
The Average Deal Size measures the average revenue generated per transaction. This ratio helps
to evaluate the sales team's ability to sell higher-value products or services and to upsell or cross-
sell to customers.
