Reviewing the Strategy Document

Robert and Melissa are reviewing the first draft of the regional sales strategy in Robert's office in Austin.

Reviewing the Strategy Document

Listen and choose the right answer

What is Robert's initial criticism of Melissa's strategy document?

• It is too short and lacks any financial data.
• It is thirty pages of tactics without a clear rationale.
• It contains too many jokes about the marketing department.

Why did Melissa include option three in the channel mix section?

• As a joke born out of frustration during a turf war
• Because the CEO specifically demanded it
• To secure more funding from the finance department in Boston

How does Robert react to option three in the end?

• He tells her to delete it immediately because it's unprofessional.
• He thinks it's a brilliant idea that could solve their pipeline problem.
• He suggests forwarding it to the legal team for review.

What does Robert ask Melissa to do before the strategy offsite in Denver?

• Rewrite the pricing approach completely
• Flesh out the SDR pipeline idea
• Circulate the thirty-page document to all regional managers

Listen again and complete the sentences

• Robert: Melissa, I've just read your new ____ , and frankly, it's thirty pages of tactics without any clear rationale.
• Melissa: Oh, I know it's a bit long, Robert, but I wanted to cover every single detail of our ____ .
• Melissa: It's on page four, right after the analysis of our ____ and pricing approach.
• Robert: Nobody's going to read four pages to find out what we're actually trying to sell and who our ____ is for.
• Melissa: I suppose you're right, but I spent days defining our ____ and assumptions so we wouldn't repeat last year's mistakes.

Sources: photo by Yan Krukau on Pexels