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销售前神奇数字管理指南 Magic Numbers for Sales Management

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销售前神奇数字管理指南 Magic Numbers for Sales Management

最 低 价：￥144.00

定 价：￥180.00

作 者：JohnDavis 著 著

出 版 社：John Wiley & Sons

出版时间：2006-12-1

I S B N：9780470821879

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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.

    内容简介
    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.

    作者简介

    目录
    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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