Magic Numbers for Sales Management: Key Measures to Evaluate Sales Success - Couverture souple

Davis, John A.

Couverture souple

ISBN 10 : 0470821876 ISBN 13 : 9780470821879

Editeur : John Wiley & Sons Ltd, 2007

Synopsis

A key challenge 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. Using clear descriptions and relevant examples from many of today's leading companies, sales and marketing professionals will learn relevant measurement and evaluation techniques, including:* Important metrics for measuring market conditions, sales forecasting, compensation, quotas, sales force-size, pricing, and customers* Applying metrics to different phases of the selling process* Key behaviors of the most successful sales people Magic Numbers for Sales Management is an important resource for the most demanding sales professionals who want to fully assess the success of their selling activities.

A propos du livre

À propos de l?auteur

John Davis is a Practice Associate Professor of Marketing at Singapore Management University where he is also Director of the Centre for Marketing Excellence. He is the author of Measuring Marketing: 103 Key Metrics Every Marketer Needs and Magic Numbers for Consumer Marketing, and is founder of Brand New View, a global consulting and training company. John teaches and consults with companies around the world, is a featured speaker at conferences, and is regularly sought by news media for his views on marketing, sales and branding. He has founded two award-winning companies and led marketing teams at Nike, Informix and Transamerica. He earned his MBA from Columbia University and his BA from Stanford University.

Détails de l'édition

• Éditeur: John Wiley & Sons Ltd
• Date d'édition: 2007
• Langue: anglais
• ISBN 10: 0470821876
• ISBN 13: 9780470821879
• Reliure: Broché
• Nombre de pages: 304
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible