Bringing Sales Analytics to the Classroom: Teaching Sales Students How to Use Excel to Derive Insight From Sales Data
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چکیده
Customer Relationship Management (CRM), social selling, and other sales technology innovations have the potential to generate an overwhelming amount of data that may prove useful to those who understand how to analyze it. The next generation of sales professionals will need to have a well-developed analytical skill set in order to analyze available data and identify areas needing improvement, track the effectiveness of lead generation methods, and better manage their resource allocation to customers. This paper discusses how sales students are learning to use Excel to conduct sales-related analytics and derive meaningful insight from the analyses.
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