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The Strategic Role of Information in Sales Management

Information Drives Management Decision Making and Planning. Sales forecastsTerritory estimatesQuotasSales force sizeSales territory design. Market Opportunity Analysis. Market potential ?estimate of possible sales of a commodity, a group of commodities, or a service for an entire industry in a m

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The Strategic Role of Information in Sales Management

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    1. The Strategic Role of Information in Sales Management Management of the Modern Sales Force Marketing 6228

    2. Information Drives Management Decision Making and Planning Sales forecasts Territory estimates Quotas Sales force size Sales territory design

    3. Market Opportunity Analysis Market potential –estimate of possible sales of a commodity, a group of commodities, or a service for an entire industry in a market during a stated period under ideal conditions Sales potential – the portion of the market potential that the firm can expect to reasonably achieve Sales forecast – an estimate of the dollar or unit sales for a specified future period Sales quotas – sales goals assigned to a marketing unit for use in managing sales efforts

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