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| Acknowledgments | |
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| Introduction | |
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| Corporate Financial Metrics | |
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| Revenue | |
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| Gross Profit | |
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| Value-to-Volume Ratio | |
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| Net Profit | |
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| Earnings-Based Value | |
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| Return on Sales | |
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| Return on Assets | |
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| Return on Equity | |
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| Marketing Planning Metrics | |
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| Market Share | |
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| Relative Market Share | |
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| Market Growth | |
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| Market Demand | |
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| Market Penetration | |
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| Program/Non-Program Ratio | |
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| Program/Payroll Ratio | |
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| Causal Forecast | |
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| Time-Series Analysis | |
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| Brand Metrics | |
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| Brand Equity | |
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| Brand Scorecards | |
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| Brand Premium | |
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| Brand Contribution and Review Analysis | |
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| Customer Metrics | |
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| Net Sales Contribution | |
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| Time-Driven Activity-Based Costing | |
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| Segment Profitability | |
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| Customer Profitability | |
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| Share of Customer | |
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| Return on Customer<sup>SM</sup> | |
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| New Customer Gains | |
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| Customer Acquisition Costs | |
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| Cost per Lead | |
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| Retention Rate | |
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| Churn Rate | |
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| Customer Losses | |
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| Consumer Franchise | |
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| Customer Equity and Customer Lifetime Value (CLTV) | |
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| Customer Brand Value | |
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| Product/Offering Metrics | |
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| Usage | |
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| New Product Purchase Rate | |
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| Marketing Cost per Unit | |
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| Price Metrics | |
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| Price | |
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| Markup Price | |
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| Target Return Price | |
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| Sales Price Variance | |
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| Markdown Goods Percentage | |
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| Profit Impact | |
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| Advertising/Promotion Metrics | |
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| Share of Voice | |
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| Recall | |
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| Recognition | |
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| Reach | |
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| Frequency | |
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| Gross Rating Points (GRP) | |
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| Cost per Gross Rating Point (CPP) | |
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| Response Rate | |
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| Conversion Rate | |
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| Advertising-to-Sales Ratio | |
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| Promotion Profit | |
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| Direct Marketing Metrics | |
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| Direct Marketing Revenue Goals | |
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| Direct Marketing Profit Goals | |
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| Direct Marketing Gross Profit | |
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| Direct Marketing Net Profit | |
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| Direct Marketing ROI | |
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| Online/Digital/Social Metrics | |
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| Gross Page Impressions (or Gross Page Requests) | |
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| Word of Mouth (WOM) | |
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| Total Clicks | |
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| Click-Through Rate (CTR) | |
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| Cost per Click | |
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| Cost per Action | |
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| Pay per Lead | |
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| Activity Ratio for Social Media | |
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| Deductive Social Media ROI | |
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| Resolution Time | |
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| Social Media Profitability | |
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| Place/Distribution Metrics | |
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| Cost per Sales Dollar | |
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| Transactions per Customer | |
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| Transactions per Hour | |
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| Average Transaction Size | |
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| Average Items per Transaction | |
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| Hourly Customer Traffic | |
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| Returns to Net Sales | |
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| Inventory Turnover | |
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| Percent Inventory Carrying Costs | |
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| Gross Margin Return on Inventory Investment | |
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| Sales per Square Foot | |
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| Sales/Profits per Employee | |
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| Retail Close Ratio | |
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| Retailer's Margin Percentage | |
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| Percent Utilization of Discounts | |
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| Shrinkage to Net Sales | |
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| Sales Metrics | |
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| Net Sales Contribution | |
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| Absolute Index (AI) | |
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| Relative Index | |
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| Percent of Sales | |
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| Independent Sales Representative Analysis | |
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| Turnover Rate | |
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| Recruiting | |
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| Breakdown Approach | |
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| Workload Approach | |
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| Sales Performance Quotas | |
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| Average Sales per Call | |
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| Close Process and Close Ratio | |
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| Cost per Call | |
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| Break-Even Sales Volume | |
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| Sales Productivity | |
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| Four Factor Model | |
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| Sales Variance Analysis | |
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| Sales Volume Variance | |
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| Straight Salary | |
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| Straight Commission Plans | |
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| Profit-Based Commission | |
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| Salary Plus Commission or Bonus | |
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| Salary Plus Commission and Bonus | |
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| Commission Plus Bonus | |
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| Team Selling Compensation | |
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| About the Author | |
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| Index | |