This paper proposes a simple quantitative measure of sales effectiveness for various sales entities (sales territories, sales regional offices, or the whole sales force), that is easy to compute and explain to sales force members. This measure takes into account the conditions prevailing in the different sales entities (such as differing market potentials, sales penetration, competition levels,...

OBJECTIVE To examine the impact of a government income management program on store sales. DESIGN AND SETTING An interrupted time series analysis of sales data in 10 stores in 10 remote Northern Territory communities during 1 October 2006 to 30 September 2009, which included an 18-month period before income management; a 4-6-month period after the introduction of income management; a 3-month p...

I utilize the predictable stockpiling of instant noodles during move-in week in college towns to examine how national retailers adjust prices response large and localized demand peaks. find unit sales increase over 250% compared non-college town stores. Furthermore, retail chains do not locally maintain uniform pricing.

due to the fact that assets are recorded at their historical value and they may include unrealized gains (losses), managers may manipulate earnings through the sale of these assets and provide financial information which is not accurate and reliable. the aim of this study is to investigate the relationship between income from asset sales, earnings change and leverage of companies listed on tehr...

the sales proceeds are the most important factors for keeping alive profitable companies. so sales and budget sales are considered as important parameters influencing all other decision variables in an organization. therefore, poor forecasting can lead to great loses in organization caused by inaccurate and non-comprehensive production and human resource planning. in this research a coherent so...

OBJECTIVE To provide updated evidence on US trends in: market exclusivity periods (MEPs, time between brand-name drug launch and first generic competitors) for new molecular entities (NMEs); likelihood, timing and number of Hatch-Waxman Act Paragraph IV patent challenges; and generic drug penetration. METHODS This study used IMS Health National Sales Perspectives(TM) US data to calculate MEPs...