Sales Research

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By: Rythima Kalra Diptimayee sahu

What is sales research??


Sales research refers to research of actual sales result .

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.

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