Key Performance Indicators – Management Tools for Sales Improvement

Anca-Mihaela Teau and Cristina Elena Protopopescu
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Anca-Mihaela Teau: „Artifex” University of Bucharest
Cristina Elena Protopopescu: „Artifex” University of Bucharest

Romanian Statistical Review Supplement, 2015, vol. 63, issue 6, 65-71

Abstract: The present article analyses the importance of key performance indicators in sales field. Key performance indicators are financial and non financial indicators that organizations use in order to estimate and fortify how successful they are, aiming previously established long lasting goals. Appropriate selection of indicators that will be used for measuring is of a greatest importance. Process organization of business is necessary to be constitute in order to realize such effective and efficient system or performance measuring via KPI. Process organization also implies customer orientation and necessary flexibility in nowadays condition of global competition.

Keywords: customer satisfaction; sales; key performance indicators; quota fulfillment; closing ratio; prospecting activity; customer retention; sales manager (search for similar items in EconPapers)
Date: 2015
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