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These metrics reveal much about prospecting and lead generation because they’re based on each salesperson’s entire territory, including potential as well as current customers. The sales per active account metric provide a useful indicator of a salesperson’s effectiveness in maximizing the value of existing customers.
Accounting & Finance is an academic journal that publishes articles addressing significant research questions from a range of perspectives that contribute to accounting, finance, and business information systems. [16] The journal is aimed at academics, graduate students and those interested in research in accounting and finance.
Although the skills required are different, from a management viewpoint, sales is a part of marketing. [3] Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons (singular: salesperson). Selling is considered by many to be a sort of persuading "art".
An accounting information system (AIS) is a system of collecting, storing and processing financial and accounting data that are used by decision makers.An accounting information system is generally a computer-based method for tracking accounting activity in conjunction with information technology resources.
Lead acquisition is the first, and possibly the most critical potential disconnect in the lead management process. With billions being spent on advertising expenditures, [2] in many cases the value of those expenditures is reduced because relevant information from responses is not collected or distributed.
Process Management and Measurement – measures that include aspects of the process like output quality, cycle time, process cost and variability compared to the traditional accounting measures. Process Jobs – "product development process owner" rather than "research manager".
Accounting information systems are focused accounting functions. Human resource management systems are used for personnel aspects. Office automation systems (OAS) support communication and productivity in the enterprise by automating workflow and eliminating bottlenecks. OAS may be implemented at any and all levels of management.
Integrated Business Planning is defined in different ways. One challenge in developing a common definition of IBP is that there is no universally agreed way of describing different degrees and forms of integrated processes.