Development of a key performance indicator system for sales organizations

Research Paper (undergraduate) , 2013 , 44 Pages

Business economics - Controlling

For every sales organization it is important to understand how their business is running in order to manage it. The management needs significant data in order to pursue their targets and take the right decisions. Appropriate controlling methods in order to better understand running businesses are the issues of KPIs and KPI systems. The thesis picks up the issue of KPI systems in order to develop a KPI system which is tailored on the economic reality by illustrating basic comprehension about KPI systems as well as by introducing a sales-related KPI system.

Content:

List of abbreviations

List of graphics

List of tables

1. Introduction

2. Key performance indicator system as a management tool
2.1 Meaning and targets of a KPI system
2.2 The essential component of key figures
2.2.1 Forms and tasks of key figures
2.2.2 Quality criteria for measurement parameter
2.2.3 Multidimensionality of measures
2.3 Development of key performance indicator systems
2.4 Integration of benchmarking

3. Key performance indicator system for sales organizations of an industrial company
3.1 Determination of targets
3.2. Financial key performance indicators
3.3 Modular sales controlling
3.3.1 Internal analysis
3.3.2 External analysis
3.4 Cause-effect chains within the system

Appendix

Bibliography

• College: Baden-Wuerttemberg Cooperative State University (DHBW)
• Author: Luigi Bossio (Author)
• Publication Year: 2013
• Pages: 44
• Catalog Number: V214465
• ISBN (eBook): 9783656427735
• ISBN (Book): 9783656435341
• Language: English
• Tags: Vertrieb, Vertriebscontrolling, Sales Accounting, Sales, Controlling, Kennzahlensystem, KPI, KPI system, sales organization, Vertriebskennzahlen, Kennzahlen, BWL, key figure, key performance indicator