December 2017
Intermediate to advanced
390 pages
7h 51m
English
Content preview from Measuring MarketingBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Part 11: Sales Metrics
The measures in this section help sales managers set the size of their sales force, establish quotas, evaluate salesperson performance, calculate variances to plan, and determine compensation.
Sales forces conducting person-to-person selling remains one of the most effective ways to market products. The costs are higher due to the limited number of customers a salesperson can reach, versus the broad-based reach of integrated marketing communications. But, business is still conducted primarily based on relationships between companies and with customers, so sales people play a critical role.
Sales people uncover the needs ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.