December 2017
Intermediate to advanced
390 pages
7h 51m
English
Content preview from Measuring Marketing
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Chapter 93 Relative Index
Measurement Need
To understand the relative performance of each sales territory.
Solutioni
Relative Index (RI) is a relative ranking methodology, not a formula, and is determined by comparing sales territories in a country or a region to each other based on a common performance measure, usually revenues (although it can be profits or units, depending on the company and industry situation).
The chapter on the Absolute Index (AI) showed the sales performance of five territories for one company (see Table 93.1).
Table 93.1: Same as Table 92.1 on Absolute Index
Sales management then ranks the final performances from ...
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