A very useful book to keep in your top draw. Managers are perpetually making decisions about extra running expenses, material price increases, asset acquisitions, pricing and the like. At the same time they need to manage the business to ensure that shareholders’ profit expectations are satisfied. At the end of the day, sales must pay for all additional costs and borrowings. There is no other option. This book is designed to help sales managers and financial managers solve these problems together. "How much must we sell" is the result of the positive response I have enjoyed from thousands of delegates on my courses that have seen this approach as a revelation – a new way of seeing their business. It is both logical and easy to rationalise. “How much must we sell” turns the traditional income statement upside down as we work up from known profit requirements to compute the means of achieving them – sales. This book guides the reader through the basic building blocks using standard excel spreadsheets he or she can easily build for their own use. It provides logical answers to that all important question - "if we do this, how much must we sell to pay for it?
How Much Must We Sell?: Understanding the relationship between spend and the impact on extra sales. Can we pay for this from sales? book cheap book
Under a cumulative system, the rep needs to have cumulative (year-to-date) sales of 600 units to get the second-quarter bonus, regardless of his first-quarter performanceWhat would I tell sales force managers to do differently?In generic stores, everything around you is generic, and you are a generic customerSeeing signs of aggressive new competition in one product area, and fearing a new round of discounting, a global industrial company’s sales team alerted its marketing colleaguesBy contrast, smaller operators, often owned and managed by technology experts, were active and engaged researchers on the company’s products and coming innovations
In terms of merchandising, a catch-22 challenge for retailers is to develop a curated promotional strategy producing a reduced number of attractive assortments while also, somehow, letting customers know there is more behind the sceneseven as the retailer avoids removing preferred products from the shelfThe exercise might have looked like a time sink when viewed from the outside, yet it proved crucial in creating the collective will to take the risk of trying new ways of serving customersSave Share Better collaboration can have the following advantages: Clearer priorities50410Elliott, Smart shopping: The origins and consequences of price savings, Advances in Consumer Research 24, 1997, ppI kind of knew it was hard to returnSo I talked to one of my friends who was really into fashionSign In Our Insights How We Help Clients Our People Contact Us Search Toggle search field McKinsey & Company Home Marketing & Sales Toggle search field Toggle search field Many of the one-to-one relationships with key decision makers that sales executives historically relied on to close sales are shifting to one-to-many relationshipsCustomers want retailers to curateJust being really friendly and having it returned keeps the general populace happy, even if they are faking itRealizing that the company was losing share in highly competitive markets, it began scrutinizing what was happening in different customer segments and found stark differences among them 07f867cfac