MARC details
| 000 -LEADER |
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| fixed length control field |
05262nam a2200181Ia 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
150210s9999 xx 000 0 und d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9788126513543 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Classification number |
658.81 |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Davis, John |
| 9 (RLIN) |
16871 |
| 245 ## - TITLE STATEMENT |
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| Title |
Magic numbers for sales management : |
| Remainder of title |
key measures to evaluate sales success |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
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| Name of publisher, distributor, etc |
Wiley India Pvt Ltd. |
| Place of publication, distribution, etc |
New Delhi |
| Date of publication, distribution, etc |
2007 |
| 300 ## - PHYSICAL DESCRIPTION |
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| Extent |
290 P. |
| Other physical details |
Paper |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Acknowledgments.<br/>Introduction.<br/>PART ONE: SALES PLANNING.<br/>Chapter 1. Market Share.<br/>Chapter 2. Market Growth.<br/>Chapter 3. Market Penetration.<br/>Chapter 4. Market Demand.<br/>Chapter 5. Causal Forecast.<br/>Chapter 6. Time-series Analysis.<br/>Chapter 7. Independent Sales Representative Analysis.<br/>Chapter 8. Percentage of Sales.<br/>Chapter 9. Turnover Rate.<br/>Chapter 10. Recruiting.<br/>Chapter 11. Breakdown Approach.<br/>Chapter 12. Workload Approach.<br/>Chapter 13. Price.<br/>Chapter 14. Mark-up Price.<br/>Chapter 15. Target-return Price.<br/>Chapter 16. Net Sales Contribution.<br/>PART TWO: SALES MANAGEMENT AND SELLING.<br/>Chapter 17. Straight Commission.<br/>Chapter 18. Profit-based_ Commission.<br/>Chapter 19. Straight Salary.<br/>Chapter 20. Salary Plus Commission or Bonus.<br/>Chapter 21. Salary Plus Commission and Bonus.<br/>Chapter 22. Commission Plus Bonus.<br/>Chapter 23. Team-Selling Compensation.<br/>Chapter 24. Segment Profitability.<br/>Chapter 25. Share of Customer.l<br/>Chapter 26. Customer-acquisition Costs.<br/>Chapter 27. Break-even analysis.<br/>Chapter 28. Customer Profitability.<br/>Chapter 29. Customer Equity and Customer Lifetime Value (CLTV).<br/>Chapter 30. Churn Rate and Customer Loss.<br/>Chapter 31. Customer Franchise.<br/>Chapter 32. New-Customer Gain.<br/>Chapter 33. Return on Customer.<br/>Chapter 34. Program/Non-Program ratio.<br/>Chapter 35. Program/Payroll Ratio.<br/>Chapter 36. Time-driven Activity-based Costing.<br/>PART THREE: SALES PERFORMANCE AND REVIEW.<br/>Chapter 37. Absolute Index.<br/>Chapter 38. Relative Index.<br/>Chapter 39. Sales Performance Quotas.<br/>Chapter 40. Average Sales Per Call.<br/>Chapter 41. Close Process and Close Ratio.<br/>Chapter 42. Cost Per Call.<br/>Chapter 43. Break-even Sales Volume.<br/>Chapter 44. Sales Productivity.<br/>Chapter 45. Four-factor Model.<br/>Chapter 46. Sales-variance Analysis.<br/>Chapter 47. Sales-prince Variance.<br/>Chapter 48. Sales-volume Variance.<br/>Chapter 49. Sales Premiums.<br/>Chapter 50. Return on Sales.<br/>Index. |
| 520 ## - SUMMARY, ETC. |
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| Summary, etc |
The very few companies that have sustained above–average growth rates for long periods of time have institutionalized the fundamentals of world–class sales management. John Davis′ new book, Magic Numbers for Sales Management, provides a comprehensive, formula–driven tutorial on the basic measures for all the many companies not in this exclusive club to drive sales performance. It is a must–have, simple–to–read reference book for any busy executive – from sales manger to CEO. – William M. Brown, President, UTC Fire & Security Talk is Cheap. Nowhere is this truer than in sales management. John Davis′s new book takes the "Talk" out of sales and adds the "walk" by offering the reader an easy–to–follow guide to measuring sales success. This book can be used by salesmen and marketers alike to effectively plan, manage, and review sales–related strategies. It should be required reading for all sales mangers everywhere. – Dae Ryun Chang, Professor of Marketing, Yonsei University Magic Numbers for Sales Management is an enabling simple arithmetic for sales management practitioners. It provides a comprehensive reference for measuring the complex economics of sales into a set of key formulas that are easy to understand and apply. It will help anybody in sales to develop their strategies in today′s demanding environment. – Paul Yao, Chief Executive Officer, Intertek Testing Services Hong Kong Limited It was Einstein who said "not everything that counts can be counted, and not everything that can be counted counts." John Davis provides insights on how to count things that do count in sales management. – Rajendra Srivastava, Roberto C. Goizueta Chair in e–Commerce and Marketing, Director, Zyman Institute of Brand Science (ZIBS). |
| Expansion of summary note |
A key challenge sales professionals confront is how to measure the various activities they perform in the sales planning, selling and execution, and post–sales review phases of the customer relationship. Magic Numbers for Sales Management: Key Measures to Evaluate Sales Success is a ready–reference for sales and marketing professionals who seek clear descriptions of over 50 of the most important sales metrics and formulas. Using clear descriptions and relevant examples from many of today’s leading companies, sales and marketing professionals will learn relevant measurement and evaluation techniques, including: Important metrics for measuring market conditions, sales forecasting, compensation, quotas, sales force–size, pricing, and customers Applying metrics to different phases of the selling process Key behaviors of the most successful sales people Magic Numbers for Sales Management is an important resource for the most demanding sales professionals who want to fully assess the success of their selling activities. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales Management |
| 9 (RLIN) |
16872 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Item type |
Book |
