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