October 2011
2 posts
1 tag
Sales Process: A General Model
The sales process is an important way for companies to deliver value to their customers. The specific activities involved in a sales process depend on a variety of factors - including customer requirements, product and market characteristics, industry and business environment, company strategy and culture - but from 30.000 feet sales processes look a lot similar and are commonly organized in four...
3 tags
Carryover Sales Explained
A territory’s revenue is unlikely to drop abruptly when its seller resigns or is let go.
How can that be? Because of the carryover sales effect.
Carryover sales represent the revenue that can be attributed to a certain year’s effort and will continue in the following years without further sales effort. Companies can enjoy substantial carryover sales of a product when it meets the...
