5 Questions
SALES FORECAST – an estimate of the dollar or unit sales for a specified future period
sales forecast
BUYING POWER INDEX (BPI) o Generated and published by Sales Marketing Management Magazine, considers income, population and retail sales
buying power index
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
market potential
DEVELOPING TERRITORY ESTIMATES Territory estimates effect: o The design of sales territories o Procedures for identifying potential customers o The establishment of sales quotas o Compensation and its subcomponents o The evaluation of salesperson performance
developing territory estimates
NORTH AMERICAN INDUSTRY CLASSIFICATION SYSTEM (NAICS) o Developed by the US Bureau of the Census, organizes the reporting of business information
North American Industry Classification System (NAICS)
Test your knowledge of the strategic role of information in sales management with this quiz. Explore topics such as sales forecasts, market opportunity analysis, market potential, and more. Assess your understanding of how information drives management decision making and planning in sales.
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