World History: Journey Across Time: The Early AgesChapter 5:
Greek Civilization Sales managers are both users and generators of information. The sales manager’s
role with regard to generating, analyzing, and disseminating information is vital
to the success of both the firm’s marketing strategy and the success of
its individual salespeople. Important decisions at all levels of the organization
are affected by how well sales managers use information.
This
chapter presents a look at several of the key ways sales managers perform this
vital information management role including forecasting sales, setting quotas,
establishing the size and territory design of the sales force, and performing
sales analysis for managerial decision making. Specifically, after reading this
chapter, you should be able to
• Discuss the differences
between market potential, sales potential, sales forecast, and sales quota.
•
Understand the various methods by which sales managers develop sales forecasts.
•
Outline the process of setting a sales quota.
• Explain
the various types of quotas used in sales management.
•
Discuss key approaches to determining sales force size.
•
Describe the sales territory design process.
• Understand
the importance of sales analysis for managerial decision making.
•
Conduct a sales analysis. | 
