Sales Research
Sales Research
Sales Research
It is concerned with actual performance of sales Sales research enables a company to identify areas where its sales performance has been good or mediocre. A systematic,comprehensive, periodic sales analysis will be helpful to the company to reinforce its sales effort where it is most needed.
Types!!
By territory
By customer
By product
By order
By territory!!
for this research one must decide: What territory unit to be taken What specific information should be collected for this
purpose.
By product!!
It enables the company to identify its strong or weak
products If company finds that a particulat product is not working properly 2 options are open to it: It may concentrate on that product It may gradually withdraw that product
By customer!!
Such research may indicate that relatively small
number of customers accounts for large proportion of sales Research of this type enable the company to devote relatively more time to those customers who collectively account for proportionately large sales.
By size of order!!
Sales research by size of order may show that a large
volume of sales is accompanied by low profitand viceversa. Such research would reveal useful information to the company and enable it to make a more rational and effective effort in maximizing its return from sales.