MKTG 429 Exam 2 Notes Flashcards
1
Q
What is the Trial Rate?
A
Percentage of first-time purchasers in a period.
2
Q
Define Repeat Rate.
A
Percentage of repeat buyers from previous trials.
3
Q
What does Trial Population refer to?
A
Customers purchasing a product for the first time.
4
Q
Explain Sales Penetration.
A
Market share of a product over time.
5
Q
What is Cannibalization?
A
New product sales reducing old product sales.
6
Q
Define Brand Equity.
A
Monetary value contributed by a brand.
7
Q
What is Conjoint Analysis?
A
Method to assess consumer preferences and pricing.
8
Q
What does Customer Satisfaction measure?
A
Measure of how products meet consumer expectations.
9
Q
Define Product Strategy.
A
Plan to introduce and manage a product.
10
Q
What is a Product Portfolio?
A
Collection of products managed by a company.
11
Q
What is a Market Segment?
A
Group of consumers with similar preferences.
12
Q
Define Geographical Area in marketing.
A
Specific location where products are marketed.
13
Q
What does Revenue Growth indicate?
A
Increase in sales income over time.
14
Q
What are Volume Metrics?
A
Quantitative measures of product sales.
15
Q
What are Consumer Preferences?
A
Tastes and choices influencing purchasing decisions.
16
Q
Define Brand Strength.
A
Impact of brand on consumer purchasing behavior.
17
Q
What is New Product Introduction?
A
Launching a product into the market.
18
Q
What does Time Period refer to in metrics?
A
Specific duration for measuring metrics.
19
Q
Fill in the blank: First-Time Trials are _______.
A
Initial purchases made by customers.
20
Q
What are Repeat Purchases?
A
Subsequent purchases by customers after trials.
21
Q
What is the Percentage Calculation?
A
Formula to determine trial and repeat rates.
22
Q
Define Market Analysis.
A
Assessment of market conditions and consumer behavior.
23
Q
What are Product Success Metrics?
A
Indicators of a product’s market performance.
24
Q
What is the Adjusted Trial Rate?
A
Trial rate modified by awareness and distribution.
25
What does Awareness Level indicate?
Consumer recognition of product through advertising.
26
What is the ACV Metric?
Percentage of stores stocking a product.
27
Define Sales Promotion.
Marketing strategies to increase product trials.
28
What does Effectiveness of Salesforce measure?
Sales team's ability to convert trials into purchases.
29
Fill in the blank: Penetration Level indicates _______.
Extent of product presence in target market.
30
What is Future Sales Forecasting?
Estimating upcoming sales based on trial metrics.
31
What does Trial Calculation involve?
First-time trials divided by total advertised population.
32
What is the Repeat Buyer Calculation?
Number of repeat purchases divided by first-time trials.
33
Define Meaningful Metrics.
Rates provide insights beyond absolute sales numbers.
34
What are Consumer Surveys used for?
Gathering data on potential customer purchase intentions.
35
What does Market Segmentation involve?
Targeting specific consumer groups for product marketing.
36
What is Sales Volume Anticipation?
Predicting sales based on trial and repeat data.
37
What are Promotional Efforts?
Activities aimed at increasing product visibility.
38
What does Distribution Impact refer to?
Effect of product availability on trial rates.
39
Define Percentage Awareness.
Proportion of consumers aware of the product.
40
Fill in the blank: A Trial Rate Example can show _______.
1% trial rate from 5,000 advertised consumers.
41
What does the Repeat Rate Example illustrate?
50% repeat rate from 50 initial trials.
42
What is Consumer Behavior?
Patterns in purchasing influenced by marketing efforts.
43
Define Penetration.
Number of first-time triers in a period.
44
What are Repeat Buyers?
Customers who repurchase within a time period.
45
What is Trial Volume?
Total first-time triers multiplied by units purchased.
46
What is Repeat Volume?
Total repeat buyers multiplied by units per purchase.
47
Fill in the blank: Frequency of Purchase indicates _______.
How often repeat buyers make purchases.
48
Define Sales Projection.
Forecast based on penetration and purchase metrics.
49
What are Triers?
First-time customers trying a product.
50
What does the Overall Penetration measure?
Sum of triers and repeat buyers in a period.
51
Fill in the blank: Trial Population consists of _______.
Group of first-time customers in a trial.
52
What is Units per Purchase?
Average number of items bought in one transaction.
53
What is Customer Segmentation?
Grouping customers based on purchasing behavior.
54
Define Sales Volume.
Total sales generated from triers and repeat buyers.
55
What is the Calculation of Repeat Buyers?
Multiply previous penetration by repeat rate.
56
What is an Example Calculation?
Used to illustrate penetration and repeat metrics.
57
What does Monthly Repeat Rate indicate?
20% of customers return each month.
58
Define Total Customers.
Sum of new triers and repeat buyers.
59
What is Customer Behavior?
Patterns observed in purchasing and repurchasing.
60
What are Average Units?
Mean number of items purchased across all customers.
61
What does Penetration in T-1 refer to?
Previous period's penetration used for calculations.
62
What are Trial and Repeat Metrics?
Tools for analyzing market penetration and sales.
63
What does Sales Forecasting involve?
Predicting future sales based on current data.
64
What is Consumer Acceptance?
Measure of how well a product is received.
65
Fill in the blank: Trial Rate indicates the percentage of _______.
population that tried a product once.
66
What does Ever Tried measure?
Percentage of population that tried a product multiple times.
67
Define Discounted Trial.
First-time trial at a significant discount.
68
What is a 1st Trial?
First product trial due to unavailability of preferred choice.
69
What is an Evoked Set?
Brands considered by consumers for purchase.
70
Define Growth Definition.
Increase in revenue, unit sales, or satisfaction.
71
What does Year-over-Year Growth measure?
Revenue change compared to previous year.
72
What is the Growth Calculation formula?
(Current Revenue - Previous Revenue) / Previous Revenue.
73
Provide an Example Growth Calculation.
(45,000 - 34,000) / 34,000 = 32.35%.
74
What is Penetration in marketing?
Percentage of target market that uses a product.
75
Define Sales Volume.
Total quantity of product sold in a period.
76
What are Consumer Triers?
Individuals who have tried a product at least once.
77
What is an Incremental Try?
Trial of a product only once in a period.
78
What is a Consideration Set?
Brands consumers are willing to consider for purchase.
79
What is Market Research?
Gathering data on consumer preferences and behaviors.
80
What does Customer Satisfaction Growth indicate?
Increase in customer contentment over time.
81
What is Unit Sales Growth?
Increase in the number of units sold.
82
What are Misleading Growth Percentages?
Changes affecting growth calculations can distort results.
83
What are New Store Openings?
Expansion that may influence sales and growth metrics.
84
What are Trial Periods?
Different time frames in which consumers try products.
85
Define Percentage of Population.
Proportion of total demographic engaged with a product.
86
What is a New Store Opening?
Launching additional retail locations to increase sales.
87
What does Salesperson Addition refer to?
Hiring new sales staff to boost revenue.
88
What does Targeting New Segments involve?
Focusing on different customer demographics for sales.
89
What is Revenue Qualification?
Assessing revenue sources for accurate financial analysis.
90
What does Same Store Sales measure?
Metric evaluating revenue from existing stores only.
91
What is Salesperson Performance?
Evaluating existing sales staff's revenue growth.
92
Define Geographical Targets.
Specific locations aimed for business expansion.
93
What is Compounding Growth?
Calculating growth based on previous growth rates.
94
What are Multiplicative Effects?
Growth percentages accumulate rather than add.
95
What are Incremental Improvements?
Small enhancements leading to significant growth over time.
96
Define Compounded Annual Growth Rate (CAGR).
Annual growth rate over multiple periods.
97
What does Year-over-Year Growth compare?
Comparison of performance across consecutive years.
98
What are Revenue Misleading Numbers?
Inaccurate financial data due to unqualified revenues.
99
What does Sales Growth Analysis involve?
Reviewing sales performance over specified time frames.
100
What is Existing Segments Growth?
Evaluating revenue increase in current market segments.
101
What does Time Period Analysis examine?
Examining performance over defined intervals.
102
What is Sales Projection?
Forecasting future sales based on past data.
103
What are Performance Metrics?
Quantitative measures assessing business effectiveness.
104
What is Revenue Blunting?
New successes masking poor performance of existing units.
105
What is Sales Growth Rate?
Percentage increase in sales over a period.
106
What does Geographical Analysis evaluate?
Evaluating performance based on location-specific data.
107
Define Client Growth.
Increase in sales among existing customers.
108
What is Sales Period Comparison?
Analyzing sales data between different time periods.
109
What does CAGR stand for?
Compound Annual Growth Rate, measures growth over time.
110
What is a Sales Period?
Duration for sales measurement, typically 6 months.
111
What does Current Sales refer to?
Sales amount at the beginning of the period.
112
What are Future Sales?
Projected sales amount after growth period.
113
Define Exponential Growth.
Growth calculated using exponentiation of ratios.
114
What is Sales Ratio?
Last period sales divided by first period sales.
115
What is Growth Percentage?
Percentage increase in sales over a period.
116
What does Number of Periods indicate?
Total time intervals considered for growth calculations.
117
What is Compounded Sales Growth?
Future sales calculated using current sales and CAGR.
118
What is the Sales Growth Formula?
Current sales multiplied by (1 + CAGR) raised to periods.
119
Provide an Example Calculation for sales growth.
Demonstration of CAGR and sales growth with numbers.
120
What is Sales Growth Value?
Projected sales value after applying growth percentage.
121
What are New Product Metrics?
Metrics for evaluating performance of new products.
122
What does Revenue Comparison measure?
Revenue from new products versus total product revenue.
123
What does Profit Comparison indicate?
Profit from new products versus total product profit.
124
Define Product Margin.
Selling price minus unit variable cost.
125
What is Target Market Fit?
Alignment of product with characteristics of target customers.
126
What is a Customer Profile?
Demographic and behavioral characteristics of ideal customers.
127
Define Market Segmentation.
Dividing market into distinct groups for targeting.
128
What are Sales Volumes?
Total quantity of products sold over a period.
129
What does Trial and Repeat refer to?
Initial purchase and subsequent purchases by customers.
130
What is Geographical Expansion?
Introducing products to new geographic markets.
131
What is Product Penetration?
Percentage of target market that purchases the product.
132
Define Target Segment.
Group of customers a product aims to attract.
133
What is Cannibalization Rate?
Percentage of sales lost from existing products.
134
What does Sales Loss Calculation involve?
Sales lost divided by sales of new products.
135
Provide an Example Calculation for sales loss.
$500 lost from $600 new product sales.
136
What does a High Cannibalization Example indicate?
83.3% indicates significant sales loss from existing products.
137
What is a New Product Introduction?
Launching a product to expand market offerings.
138
What is Product Features Revision?
Adjusting characteristics of a product to meet needs.
139
Define Promotion Revision.
Changing marketing strategies to enhance product visibility.
140
What does Sales Projection estimate?
Estimating future sales based on current data.
141
What is the Cupcake Sales Impact?
Cupcakes projected to cannibalize 40% of donut sales.
142
What does Sales Comparison evaluate?
Evaluating total sales with and without new products.
143
What is Total Sales Calculation?
Total sales equals sales of existing plus new products.
144
What does Sales Revenue Increase indicate?
Higher total sales despite high cannibalization rates.
145
What is Timing of Introduction?
Determining the best moment to launch a product.
146
What are Similar Product Features?
New products closely resembling existing ones increase cannibalization.
147
Define Market Understanding.
Assessing customer demographics for effective targeting.
148
What does Sales Strategy Adjustment involve?
Modifying approach based on cannibalization findings.
149
What is Product Portfolio Management?
Managing a range of products to maximize sales.
150
What does Customer Profile Matching entail?
Identifying customers who fit the target segment.
151
What is Sales Revenue Calculation?
Total revenue from product sales over a period.
152
What does Market Segment Analysis evaluate?
Evaluating different customer groups for product fit.
153
What does Sales Forecasting predict?
Predicting future sales based on historical data.
154
Define Business Decision Making.
Using data to guide product introduction strategies.
155
What is Cannibalization Rate?
Proportion of sales lost to new products.
156
What does Market Share represent?
Percentage of total sales in a market.
157
What does Product Introduction Timing refer to?
Optimal moment to launch new products.
158
What are Distinct Features?
Unique characteristics differentiating new products.
159
What is High Cannibalization Risk?
Potential loss of sales from existing products.
160
What are Lower Margin Products?
Items with reduced profit per sale.
161
What does Overall Contribution indicate?
Total profit from all products combined.
162
Define Financial Position.
Company's economic status based on profits.
163
What is Incremental Sales Volume?
Additional sales generated by brand influence.
164
What is a Premium Price?
Higher price consumers pay for brand value.
165
Define Intangible Asset.
Non-physical value, like brand reputation.
166
What are Tangible Assets?
Physical items like equipment and facilities.
167
What is Brand Perception?
Consumer views impacting brand value.
168
What is Sales Volume Impact?
Effect of brand on total sales.
169
What is Brand Equity?
Value derived from brand recognition and loyalty.
170
What does Product Portfolio refer to?
Collection of products offered by a company.
171
What is Consumer Willingness?
Readiness to pay more for a brand.
172
What is Brand Name Influence?
Effect of brand name on purchasing decisions.
173
What is Revenue Source?
Income generated from sales of products.
174
Define Market Growth Rate.
Speed at which a market expands.
175
What is New Product Necessity?
Need to launch products when existing ones decline.
176
What are Caveats in Product Analysis?
Considerations when evaluating product introductions.
177
What is Qualitative Measurement?
Assessment based on subjective factors.
178
What is Brand Asset Valuator?
Tool assessing brand power via consumer surveys.
179
Define Uniqueness.
Brand's distinctiveness compared to competitors.
180
What is Relevance in branding?
Brand's significance to consumer needs.
181
What is Attractiveness in branding?
Brand's appeal to consumers.
182
What does Brand Knowledge refer to?
Consumer awareness and familiarity with a brand.
183
What is Royalty Relief?
Savings from not paying for brand usage.
184
What is Brand Royalty Rate?
Percentage charged for using a brand name.
185
What does Future Sales Estimation involve?
Forecasting sales to calculate brand value.
186
Define Present Value of Royalties.
Current worth of future royalty income.
187
What is Millward Brown?
Company specializing in brand equity data.
188
What are Brand Earnings?
Total profits attributed to a specific brand.
189
What is Brand Multiple?
Factor indicating brand's impact on earnings.
190
What does Financial Value represent?
Monetary worth of a brand's future earnings.
191
What is Bloomberg Data?
Source for comparative brand performance metrics.
192
What is the Top 100 Global Brands list?
List compiled by Millward Brown since 2006.
193
What is Intangible Asset Valuation?
Assessing non-physical assets like brand value.
194
What is Consumer Perspective?
Viewpoint of consumers regarding brand attributes.
195
What are Incremental Sales?
Additional sales generated by brand initiatives.
196
What is Brand Distribution?
Availability of a brand in retail locations.
197
What is Brand Convenience?
Ease of access to a brand for consumers.
198
What are Brand Attractiveness Factors?
Elements influencing consumer appeal towards a brand.
199
What are Brand Valuation Techniques?
Methods used to determine a brand's financial worth.
200
What does Brand Contribution measure?
Value added from uniqueness and loyalty to earnings.
201
What are Branded Earnings?
Total earnings attributed to brand influence.
202
What is Economic Profit?
After-tax profit minus cost of capital.
203
What is the Role of Brand Index?
Percentage of purchase decision due to brand.
204
Define Brand Strength.
Ability to create customer loyalty and preference.
205
What is Interbrand?
Consulting firm ranking global brands annually.
206
What does Financial Value indicate?
Monetary worth of brand's future earnings.
207
What is Conjoint Analysis?
Method to assess consumer preferences for attributes.
208
What is Consumer Preference?
Desire for specific brand features or attributes.
209
What is Brand Uniqueness?
Distinctive characteristics that differentiate a brand.
210
What does Loyalty Cultivation involve?
Efforts to maintain customer allegiance to a brand.
211
What is Market Capture?
Brand's share of total market sales.
212
What is Geographic Spread?
Brand's presence across different regions.
213
What does Leadership Stability refer to?
Consistency in brand management and strategy.
214
What is Trend Support?
Alignment of brand with current market trends.
215
What is Copyright Protection?
Legal safeguard for brand's intellectual property.
216
What does Dollar Value of Brand represent?
Financial representation of brand's worth.
217
What is Budget Presentation?
Showcasing brand value for financial approvals.
218
What are Product Options?
Different combinations of attributes for consumer assessment.
219
What are Attribute Levels?
Variations in features offered in product options.
220
What is Weight in marketing?
Value assigned to an attribute level, typically 0 to 2.
221
What is Preference Ranking?
Order of product options based on consumer choice.
222
What are Product Options?
Different alternatives provided for consumer evaluation.
223
What is a 7 Ounce Bottle?
Smallest shampoo option priced at $8.
224
What is a 12 Ounce Bottle?
Medium shampoo option with sandalwood fragrance, $12.
225
What is a 20 Ounce Bottle?
Largest shampoo option with lavender fragrance, $15.
226
What are Fragrance Levels?
Variations include rose, sandalwood, and lavender.
227
What are Price Levels?
Different price points: $8, $12, $15.
228
What is a Consumer Preference Score?
Total score calculated from attribute level preferences.
229
What does a Positive Preference Score indicate?
Indicates consumer favorability towards an attribute level.
230
What does a Negative Preference Score indicate?
Indicates consumer disfavor towards an attribute level.
231
What is Total Preference Calculation?
Sum of individual attribute level scores.
232
What does Survey Sample Size refer to?
Number of respondents, e.g., 50 customers.
233
What does Product Introduction entail?
Launching a product based on consumer preference data.
234
What is an Ideal Attribute Set?
Combination of features consumers desire most.
235
What is Consumer Willingness to Pay?
Amount consumers are ready to spend on a product.
236
What are Attribute Levels Example?
Bottle size: 7, 12, 20 ounces.
237
What is Fragrance Preference Example?
Rose scored 1, sandalwood 1.2, lavender -1.6.
238
What is Preference Comparison?
Evaluating which product option is favored more.
239
What is Marketing Implication?
Highlighting preferred attributes in advertising strategy.
240
What are Data-Driven Decisions?
Using consumer feedback to guide product development.
241
What is Conjoint Analysis?
Method to assess consumer attribute preferences.
242
What is Compensatory Decision Making?
Consumers trade-off dislikes for likes in choices.
243
What is Non-Compensatory Decision Making?
Rejecting options based on specific unacceptable attributes.
244
What are Attribute Preferences?
Consumer preferences for specific product features.
245
What are Meaningful Attributes?
Relevant features selected for consumer analysis.
246
What is Salesforce Management?
Strategies for organizing and motivating sales teams.
247
What is a Salesforce Territory?
Designated area or customer group for sales responsibility.
248
What are Sales Goals and Objectives?
Targets set for sales performance and outcomes.
249
What does Selling Effectiveness measure?
Measure of how well sales strategies convert leads.
250
What does Marketing and Sales Integration involve?
Collaboration between marketing and sales for success.
251
What are Incremental Sales?
Additional sales generated beyond existing levels.
252
What are Customer Relationships?
Connections built between sales.
253
What is Compensatory Decision Making?
Rejecting options based on specific unacceptable attributes
254
What are Attribute Preferences?
Consumer preferences for specific product features
255
Define Meaningful Attributes.
Relevant features selected for consumer analysis
256
What does Salesforce Management involve?
Strategies for organizing and motivating sales teams
257
What is a Salesforce Territory?
Designated area or customer group for sales responsibility
258
What are Sales Goals and Objectives?
Targets set for sales performance and outcomes
259
How is Selling Effectiveness measured?
Measure of how well sales strategies convert leads
260
What is Marketing and Sales Integration?
Collaboration between marketing and sales for success
261
What are Incremental Sales?
Additional sales generated beyond existing levels
262
Define Customer Relationships.
Connections built between salespeople and clients
263
What is Team Selling?
Sales approach involving multiple team members
264
What does Territory Design refer to?
Strategic assignment of sales areas to teams
265
What are Pricing Strategies?
Approaches to set prices based on consumer analysis
266
What is Ad Copy Development?
Creating marketing messages highlighting key product features
267
What is Consumer Willingness to Pay?
Amount consumers are ready to spend on products
268
What does Salesforce Coverage refer to?
Extent to which sales teams reach potential customers
269
Define Lead Qualification.
Process of assessing potential customers for sales
270
What are Sales Metrics?
Quantitative measures to evaluate sales performance
271
What is the Fragrance Importance?
Significance of scent in consumer product preferences
272
What does Nutritional Information provide?
Details about food product contents for consumer awareness
273
What are Geographical Areas in sales?
Specific locations assigned for sales responsibilities
274
Define Territory.
A defined area assigned to salespeople
275
What is a Salesperson?
Individual responsible for selling products or services
276
What is a District in sales terms?
A larger area containing multiple territories
277
What is Territory Workload?
Total time required to service customers and prospects
278
Who are Current Customers?
Existing clients within a territory
279
What are Prospects?
Potential clients targeted for future sales
280
What is Average Time to Service?
Time spent servicing each customer or prospect
281
What is a Sales Goal?
Target sales figure based on territory potential
282
What is the Workload Calculation formula?
(Current Customers x Service Time) + (Prospects x Conversion Time)
283
Provide an example of Monthly Workload.
100 customers at 30 min each equals 3,000 min
284
What is Annual Workload?
Total workload calculated over a year
285
Define Salesperson's Active Selling Hours.
Time available for selling after other duties
286
What are Typical Work Hours for a salesperson?
Standard hours worked per week by a salesperson
287
What does Travel and Paperwork Time refer to?
Hours spent on non-selling activities
288
What are Weekly Selling Hours?
Hours left for selling after travel and paperwork
289
What are Annual Selling Hours?
Total hours available for selling in a year
290
What is Salesperson Assignment?
Determining how many salespeople to allocate per territory
291
What is a Motivation Factor?
Sales potential that encourages salesperson performance
292
What is an Overwhelming Factor?
Excessive workload that hinders salesperson effectiveness
293
Define Buying Power.
Financial capacity of customers to purchase products
294
What is Total Sales Volume?
Combined potential sales from all customers and prospects
295
What does Customer Relationship Management entail?
Maintaining connections with customers for better sales
296
What is Competitor Analysis?
Studying competitors to enhance sales strategies
297
Define Sales Potential.
Estimated total sales achievable in a territory
298
What is Cost-Sales Balance?
Aim to minimize costs while maximizing sales
299
What does Over Servicing mean?
Salesperson visits customers excessively without need
300
What does Under Servicing refer to?
Inadequate attention to customers due to workload
301
What is Workload Balance?
Synchronizing salesperson and territory workloads
302
What is Geographical Size?
Area covered by a salesperson's territory
303
What does Travel Time refer to?
Duration required to reach customers in territory
304
Define Salesforce Assignment.
Allocating salespeople to specific territories
305
What are Active Customers?
Current clients with potential for repeat purchases
306
What are Salesperson Motivation factors?
Incentives to encourage sales performance
307
What are SMART Goals?
Specific, Measurable, Achievable, Relevant, Time-bound objectives
308
What is Sales Commission?
Payment based on sales performance achieved
309
What does Customer Segmentation involve?
Grouping customers based on buying power
310
What is a Sales Strategy?
Plan to achieve sales goals effectively
311
Define Sales Territory.
Designated area for a salesperson's responsibilities
312
What are Sales Performance Metrics?
Measurements to evaluate sales effectiveness
313
What is Competitor Influence?
Impact of rival businesses on sales potential
314
What does Salesforce Efficiency refer to?
Maximizing productivity of sales personnel
315
What is Customer Satisfaction?
Fulfillment of customer needs and expectations
316
What does Sales Forecasting involve?
Predicting future sales based on data
317
What is Time Factor in sales?
Critical for measuring sales performance over periods
318
What is Sales Share?
Salesperson's percentage of total district sales
319
What does Forecasted Sales refer to?
Projected sales figures for a future period
320
What is Territory Share?
Percentage of sales potential attributed to a territory
321
What is a Sales Call?
Planned interaction to achieve sales goals
322
What does Last Year's Sales represent?
Previous year's sales figures for comparison
323
What is Sales Achievement?
Sales results attained by a salesperson or team
324
What is the Sales Call Calculation?
Method to determine sales goals based on metrics
325
What does Weighting Sales Goals involve?
Adjusting goals based on different performance metrics
326
What is Overall District Sales?
Total sales generated within a district
327
What is Percentage Calculation?
Mathematical method to determine shares or contributions
328
What is Sales Increase?
Growth in sales figures compared to previous periods
329
What is the Territory's Share of Sales Potential?
Proportion of total district potential assigned to a territory
330
What are Comparative Sales Calls?
Evaluating calls based on district-wide sales performance
331
What are Salesperson's Last Year Sales?
Individual sales figures from the previous year
332
What is Sales Goal Variability?
Differences in sales targets based on calculations
333
What are Sales Performance Comparison?
Analyzing current sales against past results
334
What is Weighted Share?
Combination of salesperson and territory sales shares
335
What is Salesperson Share?
Percentage of last year's sales attributed to salesperson
336
What is Sales Allotment?
Distribution of sales targets among salespeople
337
What is a Sales Forecast?
Projected sales based on historical data
338
What does Sales Performance Measurement entail?
Evaluating effectiveness of sales strategies and personnel
339
What is Sales Conversion Rate?
Percentage of contacts that result in sales
340
What does Sales Training involve?
Support provided to improve salesperson skills
341
What is Competitive Spirit in sales?
Encouragement of healthy competition among sales staff
342
What are Sales Contacts?
Interactions with potential or existing customers
343
Define Sales Prospects.
Potential customers identified for sales outreach
344
What is Customer Buying Power?
Financial capacity of customers to make purchases
345
What are Sales Commissions?
Earnings based on sales performance
346
What are Sales Performance Angles?
Different perspectives to evaluate salesperson effectiveness
347
What is Sales Comparison?
Analyzing performance across different salespeople or territories
348
What is Performance Support?
Resources provided to enhance salesperson effectiveness
349
What is Sales Dollar Value?
Total revenue generated from sales activities
350
What are Sales Challenges?
Obstacles faced by salespeople in achieving targets
351
Define Lead Generation.
Process of identifying potential customers
352
What is the Sales Conversion Rate?
Percentage of prospects turned into customers
353
What is Share of Wallet?
Customer's spending on a brand versus competitors
354
What does Cost of Sales represent?
Total expenses as a percentage of sales
355
What is Pull Marketing?
Incentivizing consumers to seek out a brand
356
What is Push Marketing?
Incentivizing retailers to promote a brand
357
What does Retail Availability refer to?
Presence of products in retail outlets
358
Define Numeric Distribution.
Number of outlets carrying a brand
359
What does Out of Stock mean?
Product availability issue at retail locations
360
What is Omni-Channel Marketing?
Multiple channels for brand engagement and purchase
361
What is Retail Performance Measurement?
Assessing profitability and revenue through retail channels
362
What does Sales Performance refer to?
Effectiveness of sales strategies and tactics
363
What is Customer Engagement?
Interaction level between salespeople and customers
364
What are Sales Training Needs?
Identifying areas where salespeople require improvement
365
What does Delivery Timeliness refer to?
Promptness of product delivery to retailers
366
What is Sales Prospecting?
Identifying and qualifying potential customers
367
What does Sales Territory Management involve?
Optimizing geographic areas for sales efficiency
368
What is Retail Strategy Impact?
Effectiveness of strategies on retail performance
369
What does Sales Expense Management refer to?
Controlling costs related to sales activities
370
What is a Sales Funnel?
Stages from prospecting to closing a sale
371
What is Customer Retention?
Ability to keep existing customers over time
372
What are Sales Metrics?
Quantitative measures to assess sales performance
373
What is All Commodity Volume (ACV)?
Total sales of all product categories in outlets
374
What are Product Category Sales?
Sales of a specific product category in outlets
375
What is Category Performance Ratio?
Comparison of product category effectiveness across retailers
376
What does Product Category Volume Distribution (PCV) mean?
Sales of specific product category divided by total sales
377
What is Retailer Effectiveness?
Measure of how well retailers sell a product category
378
What does Geographic Area Sales refer to?
Total sales across all outlets in a region
379
What is Total Sales of Outlets?
Combined sales of all products in selected outlets
380
What are Effective Retailers?
Retailers that sell product category better than average
381
Who are Less Effective Retailers?
Retailers that sell product category worse than average
382
Provide an example of Gourmet Ice Cream Sales.
$10,000 sales from gourmet ice cream shops
383
What are Specialty Retail Shops?
Retailers focusing on niche products like ice cream
384
What are Medium Sized Grocery Stores?
Larger stores selling a variety of products
385
What is Total Sales of Ice Cream Shops?
$100,000 from shops carrying your brand
386
What is Total Sales of Grocery Stores?
$500,000 from grocery stores carrying your brand
387
What does Total Store Sales represent?
Combined sales of all stores in town
388
What is Total Ice Cream Sales?
$200,000 total ice cream sales across all stores
389
What is Numeric Distribution?
Stores selling your brand divided by total similar stores
390
What does Retailer Selection involve?
Choosing retailers based on sales effectiveness
391
What is the Sales Calculation Process?
Steps to determine retailer effectiveness in sales
392
What does Sales of All Stores refer to?
Total sales of all food items in town
393
What is Comparison of Sales?
Analyzing sales performance of different product categories
394
What are Ice Cream Category Sales?
Sales specific to ice cream products
395
What does Retailer Brand Carrying mean?
Stores that stock and sell your brand
396
What does Total Stores represent?
Sum of all ice cream and grocery stores
397
What is ACV (All Commodity Volume)?
Total sales of all products in retailers
398
What is PCV (Product Category Volume)?
Total sales of specific product category
399
What is Category Performance Ratio?
Comparison of PCV to ACV effectiveness
400
What is Retailer Effectiveness?
Ability of retailers to sell products
401
What is Sales Calculation?
Numerator: sales of brand; denominator: total sales
402
What is Ice Cream Store Sales?
Annual sales of ice cream stores carrying brand
403
What is Grocery Store Sales?
Annual sales of grocery stores carrying brand
404
What is Total Sales in Region?
Combined sales of all stores in area
405
What is Market Access Percentage?
Proportion of market served by retailers
406
What does Sales Effectiveness mean?
Efficiency in selling products relative to competitors
407
Provide an example of Sales Data.
$100,000 from ice cream, $500,000 from grocery
408
What is Total Sales Example?
$5 million from all stores in town
409
What is the Percentage Calculation formula?
(specific sales / total sales) x 100
410
What does Sales Comparison involve?
Evaluating brand sales against total market sales
411
What is Retail Strategy Development?
Adjusting strategies based on sales effectiveness
412
What are Point of Purchase Sales?
Sales at the location where products are sold
413
What are Sales Incentives?
Motivations for retailers to increase product sales
414
What is Relative Effectiveness?
Comparison of sales performance across categories
415
What does Sales Performance Analysis entail?
Assessing effectiveness of selling strategies
416
Why is Sales Metrics Importance significant?
Guides decision-making for retailer relationships
417
What does Retailer Effectiveness vary by?
Varies by product category sold
418
What is a Product Category?
Specific type of goods sold by retailers
419
What is Total Sales Calculation?
Estimate using sales per square feet
420
What does Sales per Square Feet indicate?
Industry average metric for sales efficiency
421
What is Total Outlet Sales?
Approximation based on store's total square footage
422
What does ACV stand for?
All Commodity Volume; measures distribution effectiveness
423
What does PCV stand for?
Product Category Volume; focuses on specific categories
424
What is Display Effectiveness?
Sales linked to product display methods
425
What is Price Promotion?
Sales strategy involving discounts to boost sales
426
What does In Stock Consideration involve?
Only include retailers with product availability
427
What is Out of Stock Impact?
Excludes retailers lacking product in calculations
428
What does Retail Strategy Development involve?
Informed by sales performance across categories
429
What is Approximate Sales?
Calculated when exact data is unavailable
430
What is Retailer Selection based on?
Choose based on product category strength
431
What does Sales Metrics refer to?
Data used to evaluate retail performance
432
What is Neighborhood Retail Analysis?
Comparative assessment of local retailers
433
What is Effective Display?
Influences sales positively for certain products
434
What does Promotion Analysis evaluate?
Effectiveness of price promotions
435
What are Sales Exclusion Criteria?
Exclude non-promotional or out-of-stock retailers
436
What does Retail Outlet Comparison analyze?
Performance against similar local stores
437
What is Industry Average?
Standard metric across a specific retail sector
438
What is the Sales Calculation Method?
Multiply sales per square feet by total area
439
What is Product Availability?
Essential for accurate sales effectiveness assessment
440
What does Out of Stock mean?
Product listed but currently unavailable in stores
441
What is Customer Dissatisfaction?
Frustration due to unavailable expected products
442
What is Marketing Channel Efficiency?
Effectiveness of product availability from distributor to retailer
443
What does Inventory Level Increase involve?
Raising stock to prevent out of stock situations
444
What is Automated Distribution?
Streamlined delivery from warehouse to retailer
445
What is Out of Stock Percentage?
Stores without product divided by total listed stores
446
What is On-Time Delivery Percentage?
Deliveries on time divided by total deliveries made
447
What is Delivery Efficiency?
Measure of timely deliveries within promised timeframe
448
What are Inventory Turns?
Rate at which inventory is sold over time
449
What is Unrealized Revenue?
Value of unsold inventory representing lost revenue
450
What is Average Inventory Value?
Mean value of inventory held over a period
451
What does Product Revenues represent?
Income generated from sold inventory items
452
What is Inventory Turn Ratio?
Product revenues divided by average inventory value
453
What does Frequent Inventory Sales indicate?
Higher inventory turn indicates rapid product sales
454
What is Sitting Inventory?
Unsold products that incur holding costs
455
What are Days of Inventory?
365 days divided by inventory turnover rate
456
What are Inventory Holding Costs?
Expenses associated with unsold inventory storage
457
What is SKU Variability?
Different stock keeping units affecting inventory value
458
What is Sales Rate Indicator?
Ratio above one indicates rapid product turnover
459
What does Low Inventory Turn indicate?
Indicates excess unsold inventory relative to sales
460
What is Inventory Management?
Strategies to optimize stock levels and turnover
461
What are Logistics Challenges?
Difficulties in transporting products to retail locations
462
What are Inventory Days?
Days worth of inventory available for sale
463
What does Out of Stock mean?
Percentage of retailers without available stock
464
What is Percentage on Time Delivery?
Proportion of deliveries made on schedule
465
What is Inventory Turnover?
Frequency inventory is sold and replaced annually
466
What is Annual Product Revenue?
Total income from product sales per year
467
What is Average Inventory Value?
Mean worth of inventory held by stores
468
What does Stock Value Percentage represent?
Monetary value of unsold stock relative to total.
469
What are Retail Promotions?
Marketing efforts to boost product visibility and sales.
470
Define Obsolescence in inventory management.
Percentage of products that are outdated or unsellable.
471
What is Markdown?
Difference between listed price and sale price.
472
What does Markdown Volume Dollar refer to?
Total markdown amount as a dollar figure.
473
How is Percentage Markdown calculated?
Markdown volume dollar divided by initial price.
474
What does Margin Return on Inventory Value measure?
Gross margin divided by average inventory value.
475
Define Gross Margin.
Revenue minus cost of goods sold.
476
What is Average Inventory Value?
Mean value of inventory over a period.
477
What are Direct Product Costs?
Costs incurred to bring products to consumers.
478
What do Transportation Costs entail?
Expenses related to moving products to retail.
479
What are Warehousing Costs?
Costs associated with storing inventory.
480
Define Store Costs.
Expenses related to operating retail locations.
481
What is Direct Product Profitability?
Profitability calculated from direct product costs.
482
What does SKU stand for?
Stock Keeping Unit; unique identifier for products.
483
What is Profit Impact in retail?
Effect of markdowns on overall profitability.
484
What are Inventory Types?
Different categories of inventory with varying values.
485
Define Retailer.
Entity selling products directly to consumers.
486
What is a Manufacturer?
Entity producing goods for sale.
487
What is Sales Margin?
Profit margin calculated from sales revenue.
488
What are Product Categories?
Groups of products with similar characteristics.
489
What are Sophisticated Programs in inventory management?
Advanced systems for calculating direct costs.
490
What does Bottom Line refer to?
Net income or profit after expenses.
