The term ‘sales forecasting’ refers to a crucial part of the financial planning of a business. It’s a self-assessment tool that uses past and current sales statistics to intelligently predict future performance. An organisation’s future success depends on their ability to meet the demands of the market. As an example…
The term ‘internal business environment’ refers to those aspects that organisations can control. This environment consists of factors within the company which impact the success and approach of operations. Owners as well as leaders do have a great influence over internal factors that affect a business. How they decide to…
A widespread misunderstanding is that if one has certain skills and a good bit of experience, it is possible to move between business-to-consumer (B2C) and business-to-business (B2B) sales with relative ease. However, selling to retail and corporate markets requires completely different approaches and skillsets. Although different approaches are required, B2C…
Before spending time discussing customer profitability (or relationship-based marketing in general) it makes a whole lot of sense to figure out who one’s customers are. ‘What a customer is’ likely means different things to different people within the company. Also it’s extremely important that you calculate customer profitability so that…
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