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Marketing Metrics
book

Marketing Metrics

by Paul W. Farris, Neil T. Bendle, Phillip E. Pfeifer, David J. Reibstein
February 2010
Intermediate to advanced content levelIntermediate to advanced
432 pages
10h 29m
English
Pearson
Content preview from Marketing Metrics

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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Publisher Resources

ISBN: 9780137053094Purchase book