Linking Major Account Research To Sales Revenue
Charles Sweeten Henley Management College andJeremy Griffiths Maritz Research
SUMMARY
- Analysis of individual major accounts gives central management an insight into what most affects the major part of their revenue stream.
- Tools can be developed to allow the analysis of data with multidimensional segments so that analysis can follow any dimension and any line of interest.
- There are indications that the dynamics of revenue, or in the case examined here market...