销售前神奇数字管理指南 Magic Numbers for Sales Management fb2 pdf azw3 网盘 rtf 免费 下载 txt

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 de*ions of over 50 of the most important sales metrics and formulas.

Using clear de*ions 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.

Acknowledgments

Introduction

PART ONE: SALES PLANNING

Chapter 1. Market Share

Chapter 2. Market Growth

Chapter 3. Market Penetration

Chapter 4. Market Demand

Chapter 5. Causal Forecast

Chapter 6. Time-series Analysis

Chapter 7. Independent Sales Representative Analysis

Chapter 8. Percentage of Sales

Chapter 9. Turnover Rate

Chapter 10. Recruiting

Chapter 11. Breakdown Approach

Chapter 12. Workload Approach

Chapter 13. Price

Chapter 14. Mark-up Price

Chapter 15. Target-return Price

Chapter 16. Net Sales Contribution

PART TWO: SALES MANAGEMENT AND SELLING

Chapter 17. Straight Commission

Chapter 18. Profit-based Commission

Chapter 19. Straight Salary

Chapter 20. Salary Plus Commission or Bonus

Chapter 21. Salary Plus Commission and Bonus

Chapter 22. Commission Plus Bonus

Chapter 23. Team-Selling Compensation

Chapter 24. Segment Profitability

Chapter 25. Share of Customer

Chapter 26. Customer-acquisition Costs

Chapter 27. Break-even analysis

Chapter 28. Customer Profitability

Chapter 29. Customer Equity and Customer Lifetime Value (CLTV)

and Customer Loss

Chapter 31. Customer Franchise

Chapter 32. New-Customer Gain.

C hapter 33. Return on Customer.

Chapter 34. Program/Non-Program ratio.

Chapter 35. Program/Payroll Ratio.

Chapter 36. Time-driven Activity-based Costing.

PART THREE: SALES PERFORMANCE AND REVIEW.

Chapter 37. Absolute Index.

Chapter 38. Relative Index.

Chapter 39. Sales Performance Quotas.

Chapter 40. Average Sales Per Call.

Chapter 41. Close Process and Close Ratio.

Chapter 42. Cost Per Call.

Chapter 43. Break-even Sales Volume.

Chapter 44. Sales Productivity.

Chapter 45. Four-factor Model.

Chapter 46. Sales-variance Analysis.

Chapter 47. Sales-prince Variance.

Chapter 48. Sales-volume Variance.

Chapter 49. Sales Premiums.

Chapter 50. Return on Sales.

Index.

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If you grow up in a house where your father is the boss, and he tells you you’re no damn good from the earliest time you can remember and beats you hard while he’s telling you, you believe it. After all, he’s the only father, the only authority you know, and he must be right. After a while, I started believing it, even though my mother used to come down to the cellar afterward and tell me that I really was a good boy. That helped some, I guess, but she was not the boss like my old man, so , as much as I loved her, I still believed that I was no good and never would be worth anything. I believe it for a long time, and it had a lot to do with what happened to me, what I did to myself, for most of my life.

I soon found out that the more people I talked to, the more sales I made.

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作者简介：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.