Saturday afternoon in Mr. Hide’s office

− Ok, welcome back again and now to your findings please. We’ll start with group A. The stage is yours A-group.

− Thanks Dr. See. Our task was to come up with the key accounts figures in terms of numbers, turn-over and discounts. These are our findings. And let me add, that it was great to have us finance and sales people together. Number of clients are twelve, accumulated turn-over was less than half of our total turnover and discounts finally was eighty percent of our total discounting. It’s an astonishing picture, where our key accounts only themselves consume most of our total discounting, while their turn-over is less than half.

− Thanks A-group and now to our B-group, who had the same questions but regarding mid-sized accounts. So please B, stage is yours!

− Thanks Dr. See. Our findings are: number of clients are one hundred and fifteen and their accumulated turn-over is exactly half of our total turn-over, while the discounting only reached five percent. Let me add, like the previous group just did, that it was great to have finance and sales together.

− And now to group C!

− Thanks Sir! Our findings are about ad hoc clients. Their number is twenty-five, their turn-over reaches nine percent of our turn-over and their discounting is less than twenty percent.

− Thanks A, B and C. Do you find these exercises essential?

− Certainly Sir. It has for sure been worthwhile showing up here on a weekend.

− Very well! We’ll meet here again tomorrow morning at 8 am.

− And then we’ll start with a summary of yesterday’s groupwork.


Peter Forsberg Agera Sales

Peter Forsberg
Agera Sales

Dedicated his full life to business in Sweden as well as in the US, Germany and Switzerland. Also a number assignments all over the world.
Experiences; salesman, sales leader, marketing director, vice president and CEO.