Responsabil comercial

Persoana desemnata de conducerea firmei pentru dezvoltarea relatiilor cu clientii potentiali, incheierea de contracte, organizarea de actiuni de prospectare (privind evolutia pietei, stocuri, produse noi, actiuni intreprinse de concurenta etc), servicii de consultanta, promovare etc. Pentru buna desfasurare a activitatii, responsabilul comercial intocmeste un carnet de bord, cu ajutorul caruia urmareste o serie de indicatori:

- evolutia vanzarilor - vanzarile efectiv realizate, comparativ cu cele planificate (pe fiecare luna);

- numarul de comenzi solicitate de clienti - indicator de anticipare a activitatii comerciale viitoare;

- pozitia concurentiala (numarul de comenzi ferme derulate : numarul total de comenzi solicitate) - evidentiaza raportul calitate/pret al ofertei firmei;

- indicele de calitate al marfii (valoarea livrarilor refuzate : valoarea livrarilor efectuate) - indica conformitatea livrarilor cu comanda initiala (posibil - calitate necorespunzatoare, cantitati inexacte);

- indicele de calitate al serviciilor (termenul de livrare efectiv: termenul de livrare promis);

- rata rentabilitatii comerciale (profitul realizat din comenzile livrate: cifra de afaceri) - exprima performata comerciala si contributia acestei activitati in rezultatul global al firmei;

- indicele cheltuielilor de publicitate (cheltuielile de publicitate: cifra de afaceri) - arata cheltuielile de publicitate efectuate raportat la performanta comerciala a firmei.

Alti termeni

R and D Rack jobber Radio comercial Raion Random sample Random Sampling Rate Rate Base Rate Card Rate Protection Rating Point (Rtg) Rational Appeals in Advertising Rational Buying Motives Raw Materials Razboi al preturilor RDC Reach Reactive Marketing Control Systems Reactive Marketing Strategies Reader Enquiry Service Readers per Copy Readers-Per-Copy (RPC) Reading and Noting Real Positioning Rebate Recall Tests Receiver Recency Recency Planning Reciprocity Reclama comerciala Recognition Recognition Tests Recompensa comerciala Recycling Redemption Redemption Rate Reduced Price Pack Reducere a pretului Reference Groups Referral Selling Reflective Probes Refuzul de a vinde consumatorului Regional Brands Regional Shopping Centre Registered Design Regressive Commission Regulatory Environment Reilly Reinforcement Reinforcement Advertising Relansare Relatii publice Relationship Marketing Relationship Selling Relative Advantage Relative Market Share Reliability Remarketing Reminder Advertising Remnant Space Renewal rate Repertory Grid Method (RGM) Repetition Reportaj Repositioning Repozitionare a marcii Representativeness Reprezentant de vanzari Reprezentativitate Resale Price Manintenance Research Design Researcher-Controlled Sampling Reseller Reseller Market Responsabil comercial Responsabil pentru relatiile cu presa Response Bias Response Elasticity Response Selling Response Time Responsiveness Restraint of Trade Retail Advertising Retail Buyer Retail Image Retail Mix Retailer Cooperative Retailers Retailing Retea de distributie Return on Assets Managed Return on Equity Return on Investment Reusable Container Reverse Marketing Channel Reverse Reciprocity Revista a presei Rich Media Risk Risk Avoidance Road block Roadblock/Roadblocking ROAM ROI Role Playing Rollout Rotoscoping Route Salesforce Routine Response Behaviour RPM Run-of-Month Run-of-Paper Run-of-press (ROP) Run-of-schedule (ROS) Run-of-Week Run-Out Strategy
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