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Magic Numbers For Sales Management: Key Measures To Evaluate Sales Success: Sales Management

Magic Numbers For Sales Management: Key Measures To Evaluate Sales Success: Sales Management

          
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About the Book

One of the challenges that sales professionals confront is how to measure the various activities they perform in the sales planning, selling and execution, and post-sales review phases of the customer relationship. Magic Numbers for Sales Management: Key Measures to Evaluate Sales Success is a ready-reference for sales and marketing professionals who seek clear descriptions of over 50 of the most important sales metrics and formulas. It is an important resource for the most demanding sales professionals who want to fully assess the success of their selling activities. · Market Share · Market Growth · Market Penetration · Market Demand · Causal Forecast · Time-series Analysis · Independent Sales Representative Analysis · Percentage of Sales · Turnover Rate · Recruiting · Breakdown Approach · Workload Approach · Price · Mark-up Price · Target-return Price · Net Sales Contribution · Straight Commission · Profit-based Commission · Straight Salary · Salary Plus Commission or Bonus · Salary Plus Commission and Bonus · Commission Plus Bonus · Team-Selling Compensation · Segment Profitability · Share of Customerl · Customer-acquisition Costs · Break-even analysis · Customer Profitability · Customer Equity and Customer Lifetime Value (CLTV) · Churn Rate and Customer Loss · Customer Franchise · New-Customer Gain · Return on Customer · Program/Non-Program ratio · Program/Payroll Ratio · Time-driven Activity-based Costing · Absolute Index · Relative Index · Sales Performance Quotas · Average Sales Per Call · Close Process and Close Ratio · Cost Per Call · Break-even Sales Volume · Sales Productivity · Four-factor Model · Sales-variance Analysis · Sales-prince Variance · Sales-volume Variance · Sales Premiums


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Product Details
  • ISBN-13: 9788126513543
  • Publisher: WBUS
  • Binding: Paperback
  • No of Pages: 304
  • ISBN-10: 8126513543
  • Publisher Date: 08 Oct 2007
  • Language: English
  • Sub Title: Sales Management

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