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Produtividade em Vendas

Actualizado em (Domingo, 09 Março 2008 19:49) Escrito por Paulo Santos Domingo, 09 Março 2008 19:37

Na página http://www.alexandergroupinc.com/benchprod.asp são apontados diversos indicadores sobre produtividade de vendas:

Sales Time Benchmarking
Using efficient questionnaires and analyses, we quickly give executives in-depth insight into how their sellers spend time and how this compares to best practice…in their own organization and in relevant market comparators. We quickly deliver sales executives the facts about:

	How much sales time sellers really have
	Which sellers have the most sales time
	The relationship between sales time and sales results
	Activities that “rob” sellers of valuable sales time
	How sales time compares with selected benchmark companies

The service provides detailed reports and an executive briefing at which skilled AGI consultants interpret findings and suggest possible areas for improvement.

Sales Cost Benchmarking
This service helps sales executives benchmark their cost of sales relative to companies both inside of and outside of their industry.

This service will deliver the facts on how a company’s approach to sales coverage compares in several critical dimensions:

	Revenue generated vs. expense incurred in the direct sales channel Field sales Major account sales Telephone sales
	Relationship of Revenue to Expense generated through internet and other sales channels
	Revenue to Expense for the entire “go to market” organization
	Trends and observations in each channel to market

Um artigo sobre o assunto pode-se ver em http://links.jstor.org/sici?sici=0732-2399(1996)15%3A4%3C301%3AEOSSAP%3E2.0.CO%3B2-7&size=LARGE&origin=JSTOR-enlargePage#abstract

Evaluation of Salesforce Size and Productivity Through Efficient Frontier Benchmarking
Dan Horsky, Paul Nelson
Marketing Science, Vol. 15, No. 4 (1996), pp. 301-320
This article consists of 20 page(s).

 

Revistas sobre produtividade

Actualizado em (Terça, 30 Novembro 1999 00:00) Escrito por Paulo Santos Domingo, 09 Março 2008 19:33

Vou tentar juntar aqui referências a algumas revistas sobre produtividade.

Journal of Productivity Analysis - http://www.springerlink.com/content/100296/?p=89d4c9149ae6407d9c60b1d310f8757e&pi=0 -