Sales Territories

A sales territory represents a group of customers or markets or geographical areas. Sales territories are geographical area that can be covered conveniently and canonically by a sales person.

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Sales Quotas

sales quota is a quantitative goal assigned to a sales unit relating to a particular period of time. A sales unit may be a territory, a branch office, a region, a distributor or a person.

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Sales Analysis

It is a detailed examination of sales volume by territory, sales person, customer, product line, etc. It works on the principle that the trends of the total sales volume conceal rather than reveal the market reality. Researchers reveal that in most organizations a large percentage of customer order territories bring in a small percentage of total sales.

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Sales Control

Sales control function assists the manager in ascertaining which level of sales has been achieved, why there has been a variance, and which remedial action can be taken to achieve the target results

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Sales Budget

Sales managers must be aware of the types of expenses that are incurred both before and after the sale as well as the sales revenues generated. Budgeting becomes a key task of sales management. It is also known as a blueprint for making profitable sales.

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Performance Monitoring

What is Performance Monitoring? Performance monitoring may be defined as the process of appraising an environment of continuous learning and development. It will be done…

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Competency Models

Competency Models Performance monitoring may be defined as the process of appraising an environment of continuous learning and development, maintaining the employee’s performance, enhancing individual…

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