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Measuring marketing: 103 key metrics every marketer needs

Author: Davis, John Publisher: Wiley, 2007.Language: EnglishDescription: 408 p. ; 25 cm.ISBN: 0470821329Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HF5415.13 .D38 2007
(Browse shelf)
900170710
Available 900170710
Total holds: 0

Includes index

Digitized

Measuring marketing Acknowledgments Introduction xi Xlll .. . Section I: Marketing Planning and Customers 1. Revenue 2. Gross Profit 3.Value to Volume Ratio 4. Net Profit 5. Earnings-Based Value 6. Return on Sales 7. Return on Assets 8. Return on Equity 9. Marketing Cost Per Unit 10. ProgramlNon-Program Ratio 11. ProgramIPayroll Ratio 12. Net Sales Contribution 13.Time-Driven Activity-Based Costing 14. Causal Forecast 15.Time Series Analysis 16. Market Growth 17. Market Share 18.Market Demand 19. Market Penetration 20. Segment Profitability 21. Customer Profitability 22. Share of Customer 23. Customer Acquisition Costs 24. Cost Per Lead 25. Break-Even Analysis 26. Customer Equity and Customer Lifetimevalue 27. Consumer Franchise 28. Retention Rate 29. Churn Rate 30. New Customer Gains 31. Customer Losses 32. Return on Customer Section 11: The Offering 33. New Product Purchase Rate 34. Profit Impact 35. Price 36. Mark-Up Price 37. Target Return Price 38. Share ofvoice 39. Advertising to Sales Ratio 40. Reach 41. Frequency 42. Gross Rating Points 43. Cost Per Gross Rating Point 44. Sales Premiums 45. Promotion Profit 46. Response Rate 47. Conversion Rate 48. Direct Mail Revenue Goals 49. Direct Mail Profit Goals 50. Direct Mail Gross Profit 51. Direct Mail Net Profit 52. Direct Mail ROI 53. Click-Through Rates 54. Gross Page Impressions (or Gross Page Requests) 55. Cost Per Click 56. Cost Per Action 57. Cost Per Sales Dollar 58. Hits 59. Pay Per Lead 60. Brand Equity 61. Brand Premium 62. Recall 63. Recognition 64. Usage 65. Transactions Per Customer 66. Returns to Net Sales 67. Transactions Per Hour 68. Hourly Customer Traffic 69. Inventory Turnover 70. Percent Inventory Carrying Costs 71. Gross Margin Return on Inventory Investment 72. Sales Per Square Foot 73. SaleslProfits Per Employee 74. Average Transaction Size 75. Average Items Per Transaction 76. Retail Close Ratio 77. Retailer's Margtn Percentage 78. Markdown Goods Percentage 79. Percent Utilization of Discounts 80. Shrinkage to Net Sales Section 111: Sales Force 81. Independent Sales Representative Analysis 82. Percent of Sales 83. Turnover Rate 84. Recruiting 85. Breakdown Approach 86. Workload Approach 87. Sales Performance Quotas 88. Average Sales Per Call 89. Close Process and Close Ratio 90. Cost Per Call 91. Break-Even SalesVolume 92. Sales Productivity 93. Four Factor Model 94. SalesVariance Analysis 95. Sales Price Variance 96. Sales Volume Variance 97. Straight Commission Plans 98. Profit -Based Commission 99. Straight Salary 100. Salary Plus Commission or Bonus 101. Salary'Plus Commission and Bonus 102. Commission Plus Bonus 103.Team Selling Compensation Index

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