The channel manager should obtain following sales data to measure its performanc

Question

The channel manager should obtain following sales data to measure its performance better.

> Historical sales data for past few months or few quarters. This would help one is understanding the trends in sales and also whether performance is in an increasing or declining pattern.

> Market share data over months. This indicated how one is doing as compared to industry

> Sales data of various SKUs. This helps one in understanding which SKUs are doing better and which need to be improved.

> Sales data of various sales teams. This gives an indication of how various teams are performing

> Sales data of different geograhpies. This gives an idea on which SKUs are doing good in which geographies and also whether there has been an increase or decrease of sales in a particular geography and actions can be taken accordingly.

Explanation / Answer

Qu #42. what kind of sales data should the channel manager try to obtain to measure sales performance? What kinds of information are provided by these sales data? (18 points)

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