销售前神奇数字管理指南 Magic Numbers for Sales Management

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.

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John  Davis is a Practice Associate Professor of Marketing at Singapore Management University where he is also Director of the Centre for Marketing Excellence. He is the author of Measuring Marketing: 103 Key Metrics Every Marketer Needs and Magic Numbers for Consumer Marketing, and is founder of Brand New View, a global consulting and training company. John teaches and consults with companies around the world, is a featured speaker at conferences, and is regularly sought by news media for his views on marketing, sales and branding. He has founded two award-winning companies and led marketing teams at Nike, Informix and Transamerica. He earned his MBA from Columbia University and his BA from Stanford University.

作者简介：John Davis is a Practice Associate Professor of Marketing at Singapore Management University where he is also Director of the Centre for Marketing Excellence. He is the author of Measuring Marketing: 103 Key Metrics Every Marketer Needs and Magic Numbers for Consumer Marketing, and is founder of Brand New View, a global consulting and training company.
John teaches and consults with companies around the world, is a featured speaker at conferences, and is regularly sought by news media for his views on marketing, sales and branding. He has founded two award-winning companies and led marketing teams at Nike, Informix and Transamerica.
He earned his MBA from Columbia University and his BA from Stanford University.

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
Chapter 26. Customer-acquisition Costs
Chapter 27. Break-even analysis
Chapter 28. Customer Profitability
Chapter 29. Customer Equity and Customer Lifetime Value (CLTV)
and Customer Loss
Chapter 31. Customer Franchise
Chapter 32. New-Customer Gain.
C hapter 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.