Acknowledgments.
Introduction.
PART ONE: SALES PLANNING.
Chapter 1. Market Share.
Chapter 2. Market Growth.
Chapter 3. Market Penetration.
Chapter 4. Market Demand.
Chapter 5. Causal Forecast.
Chapter 6. Time-series Analysis.
Chapter 7. Independent Sales Representative Analysis.
Chapter 8. Percentage of Sales.
Chapter 9. Turnover Rate.
Chapter 10. Recruiting.
Chapter 11. Breakdown Approach.
Chapter 12. Workload Approach.
Chapter 13. Price.
Chapter 14. Mark-up Price.
Chapter 15. Target-return Price.
Chapter 16. Net Sales Contribution.
PART TWO: SALES MANAGEMENT AND SELLING.
Chapter 17. Straight Commission.
Chapter 18. Profit-based_ Commission.
Chapter 19. Straight Salary.
Chapter 20. Salary Plus Commission or Bonus.
Chapter 21. Salary Plus Commission and Bonus.
Chapter 22. Commission Plus Bonus.
Chapter 23. Team-Selling Compensation.
Chapter 24. Segment Profitability.
Chapter 25. Share of Customer.l
Chapter 26. Customer-acquisition Costs.
Chapter 27. Break-even analysis.
Chapter 28. Customer Profitability.
Chapter 29. Customer Equity and Customer Lifetime Value (CLTV).
Chapter 30. Churn Rate and Customer Loss.
Chapter 31. Customer Franchise.
Chapter 32. New-Customer Gain.
Chapter 33. Return on Customer.
Chapter 34. Program/Non-Program ratio.
Chapter 35. Program/Payroll Ratio.
Chapter 36. Time-driven Activity-based Costing.
PART THREE: SALES PERFORMANCE AND REVIEW.
Chapter 37. Absolute Index.
Chapter 38. Relative Index.
Chapter 39. Sales Performance Quotas.
Chapter 40. Average Sales Per Call.
Chapter 41. Close Process and Close Ratio.
Chapter 42. Cost Per Call.
Chapter 43. Break-even Sales Volume.
Chapter 44. Sales Productivity.
Chapter 45. Four-factor Model.
Chapter 46. Sales-variance Analysis.
Chapter 47. Sales-prince Variance.
Chapter 48. Sales-volume Variance.
Chapter 49. Sales Premiums.
Chapter 50. Return on Sales.
Index.

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