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Customer and Channel Management Survey—Doing More with Less: Winning Sales Strategies to Navigate a Challenging Market (2008)

Grocery Manufacturers Association

Electronic (digital download/no shipping)

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In this challenging market, we see great disparity between those companies that have executed winning sales strategies and those that have not – with winners being able to do far more with far less. In the 2008 Customer and Channel Management (CCM) survey, we defined winners across four dimensions – sales coverage and execution, pricing, trade promotion, and shopper marketing. The “best of the best” – those companies that had winning practices across multiple dimensions – are achieving 3.6 percent sales growth above the categories in which they compete, while decreasing their sales costs as a percent of net sales by 6.1 percent.

Product Details:

Product ID: IA-2008-cc
Publication Year: 2008
Page length: 24