ABSTRACT
The ability to provide management information depends upon two facilities: the first is a source of reliable data and the second is the ability to present this data in a whole variety of ways to meet a whole variety of management information requirements. The sales management establishes the matrix of events and factors that will satisfy the company's gross revenue target in a way they feel can be achieved, and then month-by-month sales activity is recorded against different events and the various factors. The system uses four of these events: prospect identification, submission of quotation, taking of order, and installation of machine. The chapter describes a case study with the minimum of comment. It provides sales management with very useful information which they employ to control the sales function, and it contributes to the company's ability to manage its total operation by providing information about what is going to happen in time to react to adverse trends.
