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Other Papers on :General Operations Management

C/OM/25. Improving B2B sales

(2005, 3000 words)

The paper reviews the sales performance of particular sales district of a chemical manufacturing company. The evaluation is based on such performance criteria as sales volume, gross profit contribution and sales districts expenses. Additionally, the more detailed evaluation of operations performance is undertaken in order to highlight the possible improvement areas. The spotted weak points are discussed and the specific improvement strategy is suggested. The strategy dwells on such issues as the control of sales force, compensation, customer segmentation and customer yield maximisation.



 
   
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