Chapter 6. Sales Force and Channel Management
Introduction
Metrics covered in this chapter:
Sales Force Coverage
Sales Force Goals
Sales Force Results
Sales Force Compensation
Pipeline Analysis
Numeric Distribution, ACV Distribution, and PCV Distribution
Facings and Share of Shelf
Out-of-Stock and Service Levels
Inventory Turns
Markdowns
Gross Margin Return on Inventory Investment (GMROII)
Direct Product Profitability (DPP)
This chapter deals with push marketing. It describes how marketers measure the adequacy and effectiveness of the systems that provide customers with reasons and opportunities to buy their products.
The first sections discuss sales force metrics. Here, we list and define the most common measures for determining whether sales ...
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