For instance they may be certain that a customer is ready and willing to make a

For instance they may be certain that a customer is

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outcome of any given sales opportunity. For instance, they may be certain that a customer is ready and willing to make a purchase, or the opportunity may need several things to come together for success. Regression analysis - One of the most mathematically focused choices for forecasting is regression analysis. Use this technique if you want an in-depth quantitative review of factors that might be affecting your sales and to make changes, if needed, to your sales process. Success with this method requires a good grasp on statistics as well as on the factors influencing your company’s sales performance. It involves calculating the relationships between variables that impact sales. Length of sales cycle - Forecasting by the length of your sales cycle is a quantitative method that helps you predict when a deal is likely to close. Rather than analyzing success rates based on stage, this approach makes assessments based on the age of the deal. It requires your team to crunch how long your average sales cycle is. Use this technique to objectively learn about different types of deals in your pipeline. Opportunity stages forecasting - Opportunity stages forecasting allows you to calculate the chances of a deal closing in the pipeline. It is best to use when you want an objective understanding of your pipeline stages (your sales reps’ opinion on deals, while possibly accurate, are subjective). Also use when you want to assess your sales team performance and check where they need improvement moving a prospect down the pipeline. 12. What is vertical integration? Vertical integration is a business strategy used to expand a firm by gaining ownership of the firm's previous supplier or distributor. Many firms use vertical integration as a way to reduce cost and increase efficiency, which results in increased competitiveness. Firms engage in two types of vertical integration. - Forward integration; - Backward integration.
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Forward integration is a method of vertical integration in which a firm will gain ownership of its distributors. Backward integration is a method of vertical integration in which a firm will gain ownership of its supplier. Firms may utilize a forward or backward integration strategy or they may use a combination of both known as a balanced integration strategy. 13. What is horizontal integration? Horizontal integration is the process of a company increasing production of goods or services at the same part of the supply chain. A company may do this via internal expansion, acquisition or merger. The process can lead to monopoly if a company captures the vast majority of the market for that product or service. 14. Undertake a SWOT analysis of McDonalds. Strengths - The second-largest restaurant network serving customers in over 120 countries; - The most recognizable brand in the restaurant industry; - Real Estate: McDonald’s has a multi-billion real estate empire. Imagine having thousands of premium locations around the globe); - Technology Initiatives: McDonald’s is taking revolutionary technology initiatives to make their ‘Experience of the Future’s dream come true. Initiatives like implementing self-
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