Company Sales Success Scale

What it measures

Measures the company's sales achievements relative to the competition in terms of both effectiveness (opening new markets, turnover, market share) and efficiency (sales efficiency, profitability, reduced overhead). Uses a 7-point comparative scale anchored 'much worse' to 'much better'.

Representative items

• Relative to competition: Opening up of new customers or markets.
• Relative to competition: Increase in sales profitability.

Citation

Fürst, A., Leimbach, M. & Prigge, J-K. (2017). Organizational multichannel differentiation: An analysis of its impact on channel relationships and company sales success. Journal of Marketing, 81(1), 59–82.