The Sales System: Dimensions of a Winning Sales Force
At the beginning of the course we teach at Northwestern University’s Kellogg School and other venues, called “Accelerating Sales Force Performance,” we ask the sales leaders in attendance a simple question: “How do you know when you have a successful sales organization?” Their answers, both spontaneous and [...]
BUSINESS KNOWLEDGE
This section considers the range of business knowledge and understanding that is essential as a background and foundation for the business analyst’s work.
Finance and the Economy
The universal language of business is finance. Even in the public and not-for-profit sectors of the economy, finance plays a key role in deciding what funds are available and [...]
Cost-Benefit Analysis
Overview
Cost-benefit analysis is the weighing-scale approach to reaching business decisions: all the pluses (the benefits) are put on one side of the balance and all the minuses (the costs) are put on the other. Whichever weighs the heavier wins. If the costs weigh more, the proposal gets the thumbs down; if the benefits weigh [...]
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