Sect. I. Marketing planning and customers -- 1. Revenue -- 2. Gross profit -- 3. Value to volume ratio -- 4. Net profit -- 5. Earnings-based value -- 6. Return on sales --7. Return on assets -- 8. Return on equity -- 9. Marketing cost per unit -- 10. Program/non-program ratio -- 11. Program/payroll ratio -- 12. Net sales contribution -- 13. Time-driven activity-based costing -- 14. Causal forecast -- 15. Time series analysis -- 16. Market growth -- 17. Market share -- 18. Market demand -- 19. Market penetration -- 20. Segment profitability -- 21. Customer profitability -- 22. Share of customer -- 23. Customer acquisition costs -- 24. Cost per lead -- 25. Break-even analysis -- 26. Customer equity and customer lifetime value -- 27. Consumer franchise -- 28. Retention rate -- 29. Churn rate -- 30. New customer gains -- 31. Customer losses -- 32. Return on customer -- Sect. II. offering -- 33. New product purchase rate -- 34. Profit impact -- 35. Price -- 36. Mark-up price -- 37. Target return price -- 38. Share of voice -- 39. Advertising to sales ratio -- 40. Reach -- 41. Frequency -- 42. Gross rating points -- 43. Cost per gross rating point -- 44. Sales premiums -- 45. Promotion profit -- 46. Response rate -- 47. Conversion rate -- 48. Direct mail revenue goals -- 49. Direct mail profit goals -- 50. Direct mail gross profit -- 51. Direct mail net profit -- 52. Direct mail ROI -- 53. Click-through rates -- 54. Gross page impressions (or gross page requests) -- 55. Cost per click -- 56. Cost per action -- 57. Cost per sales dollar -- 58. Hits -- 59. Pay per lead -- 60. Brand equity -- 61. Brand premium -- 62. Recall -- 63. Recognition -- 64. Usage -- 65. Transactions per customer -- 66. Returns to net sales -- 67. Transactions per hour -- 8. Hourly customer traffic -- 69. Inventory turnover -- 70. Percent inventory carrying costs -- 71. Gross margin return on inventory investment -- 72. Sales per square foot -- 73. Sales/profits per employee.

74. Average transaction size -- 75. Average items per transaction -- 76. Retail close ratio -- 77. Retailer's margin percentage -- 78. Markdown goods percentage -- 79. Percent utilization of discounts -- 80. Shrinkage to net sales -- Sect. III. Sales force -- 81. Independent sales representative analysis -- 82. Percent of sales -- 83. Turnover rate -- 84. Recruiting -- 85. Breakdown approach -- 86. Workload approach -- 87. Sales performance quotas -- 88. Average sales per call -- 89. Close process and close ratio -- 90. Cost per call -- 91. Break-even sales volume -- 92. Sales productivity -- 93. Four factor model -- 94. Sales variance analysis -- 95. Sales price variance -- 96. Sales volume variance -- 97. Straight commission plans -- 98. Profit-based commission -- 99. Straight salary -- 100. Salary plus commission or bonus -- 101. Salary plus commission and bonus -- 102. Commission plus bonus -- 103. Team selling compensation.