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All Star Sales Teams by Dan Kleinman

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3
Put Market Data Into Perspective: Getting What You Need

The Need to Know

It is a typical day. Jed has read two papers on the way to his office just to get a sense of what’s been happening since he went to bed last night. Has the world shifted in any way that will affect his business plans or results? Once behind his desk, Jed brings his computer screen to life. He drains his first cup of coffee while checking the cash flow report, the receivables report, and the production and backlog reports. Then there’s the sales forecast to actual comparison. Gears switch. How does all that information reconcile with the financial figures that have just arrived? It’s time to check the profit and loss statements.
Then there are the meetings: status presentations ...

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