Balanced Scorecard and sales organisation - chances and risks
Seminar paper from the year 2006 in the subject Business economics - Controlling, grade: A-, University of applied sciences, Munich, course: Sales and Key account management, 15 entries in the bibliography, language: English, abstract: The assignment “Balanced Scorecard and sales organization - chances and risks” starts with the introduction which includes the executive summary and the scope of work that is realized in here. The second chapter deals with a detailed definition of the problem that causes the relevance of this assignment, the determination of the objectives as well as the methodology that describes the assignment’s structured procedure. Chapter three is focused on the basics of the balanced scorecard. At this juncture in particular the characteristics and definition of the balanced scorecard, the balanced perspectives as well as the cause and effect relationship are being analyzed. Chapter four is about the application of the four already described perspectives to sales organization and the corresponding chances and risks for the sales organization by implementing the balanced scorecard. Finally, the results of this assignment are summarized; especially whether the set objectives are reached as well as critical comments about the assignment is given in the last chapter.
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3.3.1 Financial Perspective 4.1.2 Customer Perspective 4.1.3 Internal Business achieve our vision assignment C B A Initiatives Targets Cause and Effect chances and risks Characteristics and definition concept customer acquisition Number Customer Loyalty Customer Perspective Customer Economic Value Added effect chain Ehrmann H enterprise strategy Eschenbach financial figures Financial Perspective Customer Financial Perspective Financial goals and figures Growth Perspective Learning Haddad Horváth & Partner implementation important individual perspectives Initiatives Targets Measures intangible assets Internal Business Perspective Internal Business Process Internal–Business-Process Value-Chain Jossé key figures Kunesch Learning and Growth Market share measured variables Measures Objectives C B A Measures To measure Morganski Norton performance measurement systems Perspective Customer Perspective Perspective Financial Perspective Perspective Internal Business perspectives to sales R.S./Norton Return On Capital Return On Equity ROCE sales department Sales growth rate sales organization Schmitz secondary research shareholders sollten Steinacher Stuttgart success Targets Measures Objectives vision and strategy Vorschlägen