ABSTRACT
Enterprises spend a lot of time and energy on achieving turnover via marketing and sales instruments. The efforts that account managers and sales people make to bring in orders are in keeping with this. The Sales Funnel is filled in for each account manager or sales person, thus for each person. The account manager or sales person can thereafter draft a sequence in which to approach the accounts, on the basis of the prioritisation of the criteria of the forecast. An overview is achieved for every account manager or sales person, where it can be seen what turnover can be expected for each account and which accounts should be approached first. The model is rigid but has proven useful in practice. There are sometimes companies that suddenly turn up and can produce a high turnover.
