6. Sales Force and Channel Management

Introduction

Key concepts 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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