Sales performance: Fact or fiction?
Article Abstract:
An innovative method for measuring the effectiveness of sales efforts and analyzing overall sales performance is presented that eliminates the effects of seasonality, irregularities in the marketplace, and 'emotionalism' from the analysis. The method depends upon the accurate development of 'Berry ratios' to relate current period sales to historic sales by period, with the removal of time-related factors, in order to better identify the results of sales and advertising efforts. The sales performance analysis techniques presented by hypothetical example (sales of a participant in the printing industry and trade) can be used to assess sales by territory to regional sales statistics, total firm sales to total industry sales, and sales as opposed to economic index data.
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1986
User Contributions:
Comment about this article or add new information about this topic:
Organizing the overseas sales force - how multinationals do it
Article Abstract:
Little empirical research has been reported on multinational sales force management, and none on organizational aspects. Reported here are results from a 14 MNC-135 subsidiary survey of overseas sales management practices. They show that MNCs use independent sales organizations to augment company personnel in affluent markets, in physically-large countries, and where markets are geographically-dispersed or culturally fragmented. In addition, about one sales force in five covers more than one national market. Industry factors are important in the structuring of sales forces, suggesting that industry practices are carried into overseas markets. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1990
User Contributions:
Comment about this article or add new information about this topic:
The implementation process of segmentation in sales management
Article Abstract:
This paper presents and then applies a model for the implementation of segmentation in sales management. The theoretical foundations for using segmentation in sales management are discussed. A process model is presented and its eight stages are described: enter, agree focus, identify segments, validate segments, select targets, develop strategy, implement and track. The model is then applied to a company using a commercial data base to identify strategic segments and to target individual customers. Particular problems with the implementation in sales management are identified and discussed. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1990
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: Death at Heaven's Gate can shake your faith in God. The impeachment trial that ended in judicial murder. Greenwich must be more than a mere millennium
- Abstracts: Robert Washington. New life of a salesman. W.A. Ismay
- Abstracts: New schools shape pharmacy's future. Young intern gets taste of industrial pharmacy
- Abstracts: Adaptive selling - insights from social cognition. Decision-making processes and formation of salespeople's expectancies, instrumentalities, and valences
- Abstracts: Monte Carlo simulation approach to product profile analysis: a consultative selling tool. Selling centers and buying centers: formulating strategic exchange patterns