Percentage of total annual sales revenue attributable to sales completed through traditional face-to-face channels

A major part of the process "manage sales orders" involves companies monitoring sales performance across different platforms. This measure calculates the percentage of total annual sales revenue that is generated from traditional face-to-face interactions. As part of a set of Supplemental Information measures, this measure helps companies evaluate additional variables impacting the "manage sales orders" process.

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Measure Category:
Supplemental Information
Measure ID:
104748
Total Sample Size:
666 All Companies
Performers:
25th Median 75th
- - -
Key Performance Indicator:
No

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Units for this measure are percent.

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Percentage of total annual sales revenue attributable to the face-to-face channel

Key Terms

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Total annual revenue is net proceeds generated from the sale of products or services. This should reflect the selling price less any allowances such as quantity, discounts, rebates and returns. If your business entity is a support unit and therefore does not directly generate revenue, then provide the revenue amount for the units you support. For government/non-profit organizations, please use your non-pass-through budget. For insurance companies the total annual revenue is the total amount of direct written premiums, excluding net investment income. Note: Business entity revenue needs to only include inter-company business segment revenue when the transactions between those business segments are intended to reflect an arm's length transfer price and would therefore meet the regulatory requirements for external revenue reporting.

Supplemental information is data that APQC determines is relevant to decision support for a specific process, but does not fit into the other measure categories such as cost effectiveness, cycle time, or staff productivity.

Measure Scope

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Cross Industry (7.3.1)

  • 3.5.4.1 - Accept and validate sales orders (10194)
  • 3.5.4.2 - Collect and maintain account information (10195)
    • 3.5.4.2.1 - Administer key account details (10201)
    • 3.5.4.2.2 - Retrieve full customer details (10202)
    • 3.5.4.2.3 - Modify involved party details (10203)
    • 3.5.4.2.4 - Record address details (10204)
    • 3.5.4.2.5 - Record contact details (10205)
    • 3.5.4.2.6 - Record key customer communication profile details (10206)
    • 3.5.4.2.7 - Review involved party information (10207)
    • 3.5.4.2.8 - Terminate involved party information (10208)
  • 3.5.4.3 - Determine availability (10196)
  • 3.5.4.4 - Determine fulfillment process (10197)
  • 3.5.4.5 - Enter orders into system (10198)
  • 3.5.4.6 - Identify/perform cross-sell/up-sell activity (17404)
  • 3.5.4.7 - Process back orders and updates (10199)
  • 3.5.4.8 - Handle sales order inquiries including post-order fulfillment transactions (10200)