The simulation is a base to operate on the planning of the sales activity in the B2B market .
Several competitors face each other on the market planning their 2-monts strategy and developing actions related to the type of customers, products to push, decisions concerning discounts and terms of payment.
The Pipeline of Sales is the guideline to evaluate the quality of the process that each team has developed during a full year of activity.
The goal is to have the highest volumes of revenues and the best balanced pipeline at the end of the year.

• Decisions regarding time organization
  Every period of the simulation the sales persons must define which segments of customer they wish to visit, how often, how long their visit will last. Customers are divided in existing customers (the ones who buy the products that the company sells) and prospects (which can became customers after the sales persons contact them and start a new relationship).
• Commercial decisions.
  Commercial decisions such as discounts and terms of payment are split per type of customer and line of product. Discounts and terms of payment highly impact on the company net revenues (margins) and financial turnover.
  They have also an impact on the return that every salesperson will have every quarter:
  The sales performance is based on the provision they get from sales, the rewards on objectives they reached the canvass they won.
• Test.