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Sales and trading - Sales

The Sales component refers to the investment bank's sales force, whose primary job is to call on institutional and high-net-worth investors to suggest trading ideas and take orders. Sales desks then communicate their clients' orders to the appropriate trading desks, who can price and execute trades, or structure new products that fit a specific need.

Sales and trading - Sales

The sales and trading function will also typically employ financial analysts that provide trading strategy advice to external as well as internal clients to support sales and trading. This strategy often affects the way the firm will operate in the market, the direction it would like to take in terms of its proprietary and flow positions, the suggestions salespersons give to clients, as well as the way structurers create new products.

Complex sales - Sales controlling

Due to the high costs of proposals in complex sales the hit rate i.e. the percentage of successful offers is a valuable indicator of the performance of the sales force.

Sales management - Sales planning

Sales planning involves strategy, setting profit-based sales targets, quotas, sales forecasting, demand management and the execution of a sales plan.

Sales management - Sales reporting

The sales reporting includes the key performance indicators of the sales force.

Sales management - Sales reporting

Sales reporting can provide metrics for sales management compensation. Rewarding the best managers without accurate and reliable sales reports is not objective.

Sales management - Sales planning

A sales plan is a strategic document that outlines the business targets, resources and sales activities. It typically follows the lead of the marketing plan, strategic planning and the business plan with more specific detail on how the objectives can be achieved through the actual sale of products and services.

Sales operations - Sales targets

Sales target is the minimum sales goal for a set time span. A sales target may be minimum amount of pounds (Monetary Value) or product sold (Volume). Sales targets may also be for sales activities like: number of calls per day. Management usually sets the sales targets and the sales territory. The time span could be set for the day, week, month, fiscal quarter or year.

Sales operations - Sales forecasting

Sales forecasting uses past sales figures to predict the short-term or long-term future performance to enable sound financial planning. Historical sales and/or economic data is often used to improve the forecast of sales.

Sales management - Sales reporting

Finally, sales reports are required for investors, partners and government, so the sales management system should have advanced reporting capabilities to satisfy the needs of different stakeholders.

Sales management - Sales reporting

More "results related" than "process related" are information regarding the sales funnel and the hit rate.

Sales (accounting) - Gross sales and net sales

sales of portfolio items and capital gains taxes

Sales (accounting) - Gross sales and net sales

In a survey of nearly 200 senior marketing managers, 70 percent responded that they found the "sales total" metric very useful.

Sales management - Sales reporting

The Key Performance Indicators indicate whether or not the sales process is being operated effectively and achieves the results as set forth in sales planning. It should enable the sales managers to take timely corrective action deviate from projected values. It also allows senior management to evaluate the sales manager.

Sales operations - Sales territory

A Sales territory is usually the customer group or geographical area assigned to an individual salesperson or a sales team. The geographical area may also be assigned to a franchisee, distributor, or agent. A sales territory may also be assigned by industry verticals, such as all retailers or all wholesalers in a geographical area. A sales territory may be as large as a continent, country, state or province, or as small as a precinct, suburb, town or city. Generally, a sales manager will assign a sales territory based on the territories of the sales resources reporting to him/her.

Sales management - Sales reporting

Also, sales reports are made for internal use for top management. If other divisions’ compensation plan depends on final results, it is needed to present results of sales department's work to other departments.

Sales (accounting) - Gross sales and net sales

Revenue or Sales reported on the income statement are net sales after deducting Sales Returns and Allowances and Sales Discounts.

Sales - vs. {{anchord|outside sales}}

In the United States, the Fair Labor Standards Act defines outside sales representatives as "employees [who] sell their employer's products, services, or facilities to customers away from their employer's place(s) of business, in general, either at the customer's place of business or by selling door-to-door at the customer's home" while defining those who work "from the employer's location" as inside sales. Inside sales generally involves attempting to close business primarily over the phone via telemarketing, while outside sales (or "field" sales) will usually involve initial phone work to book sales calls at the potential buyer's location to attempt to close the deal in person. Some companies have an inside sales department that works with outside representatives and book their appointments for them. Inside sales sometimes refers to upselling to existing customers.

Sales (accounting) - Gross sales and net sales

Sales Returns and Allowances and Sales Discounts are contra-revenue accounts.

Sales variance - Sales price variance

Sales Price Variance: The sales price variance reveals the difference in total revenue caused by charging a different selling price from the planned or standard price. The sales price variance is calculated as: Actual quantity sold * (actual selling price - planned selling price). In the example, the sales price variance was 6*($2–$3)= -$6 (U)nfavourable or minus $6, since the sales price was less than planned.

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