ABC analysis, 122–123
Account management, 106, 107, 205
Aggregate forecast accuracy, 187
Aggregate forecast bias, 187
Agorà, 70
Ahold, 70
Aicube, 70
AIDA (attention, interest, desire, action) method, 80–81
Area sales manager, 69, 70, 73, 75, 101, 104, 113, 148, 212
Assortment on-shelf availability, 55
Back office
organization of, 101–104
customer service, 109
sales strategy and operations, 104–105
trade marketing, 105–108
roles of
category management, 81–87
customer marketing, 88–89
customer service, 97–98
sales finance and strategy development, 98
sales operations, 77–78
shopper marketing, 89–97
trade marketing, ...
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