A Behavioral Simulation Model of Sales Planning and Control in a Datacommunications Company (Classic Reprint) - Softcover
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Excerpt from A Behavioral Simulation Model of Sales Planning and Control in a Datacommunications CompanyAbout the PublisherForgotten Books publishes hundreds of thousands of rare and classic books.This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works. This text has been digitally restored from a historical edition. Some errors may persist, however we consider it worth publishing due to the work's historical value.The digital edition of all books may be viewed on our website before purchase.
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Excerpt from A Behavioral Simulation Model of Sales Planning and Control in a Datacommunications Company
The sales objective comes from a complex business planning procedure that consolidates information and judgement from market analysts, account executives, product managers, product schedulers and manufacturing planners. The business plan starts from an estimate of total industry volume for all classes of datacommunications equipment. From historical data and various business assumptions (new product introductions, price changes, competitor actions, expected delivery intervals) market analysts compute the company's expected share of industry sales. By applying the share to industry volume, the business plan generates the company's sales forecast by product line over a two year planning horizon.
About the Publisher
Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com
This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.
About the Author
Morecroft is Associate Professor of Strategic Management at London Business School.
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A Behavioral Simulation Model of Sales Planning and Control in a
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Paperback. Condition: New. Print on Demand. This book presents a behavioural simulation model of sales planning and control used by datacommunications companies. The model outlines the policies and procedures, processes, and measurements by which a company's sales organization plans, executes, controls, and improves its sales activities. It allows readers to gain a deeper understanding of the roles and responsibilities of the 'players' involved in sales, including account executives, customers, sales executives, business planners, and compensation planners. The author explores how these players interact, cooperate, and align with the sales goals of the company as a whole. The model also demonstrates the dynamic processes of sales within an organization, particularly the impact of compensation schemes on product sales and the influence of customer orders and stretch margins on sales objectives. Through simulations, the author illustrates how these elements affect sales force hiring and layoff decisions and how they impact the overall dynamics of sales planning and control within the company. Ultimately, the model provides a framework for understanding the complexities of sales management and offers valuable insights for improving sales performance and organizational growth. This book is a reproduction of an important historical work, digitally reconstructed using state-of-the-art technology to preserve the original format. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in the book. print-on-demand item. Seller Inventory # 9781332252589_0
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A Behavioral Simulation Model of Sales Planning and Control in a Datacommunications Company (Classic Reprint)
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