December 2017
Intermediate to advanced
390 pages
7h 51m
English
Content preview from Measuring MarketingBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Chapter 104 Break-Even Sales Volume
Measurement Need
To determine the break-even sales volume.
Solutioni
The formula for break-even sales volume is common across industries, although the formula’s variables will vary, sometimes dramatically, by industry, and even within an industry.
Where
BEsv = break-even sales volume
CPC = cost per call
NCC = number of calls to close
Cs = sales costs, expressed as a percentage of sales
There are no universal rules governing the number of calls to close a sale. Selling consumer perishables, such as canned foods, is very different from selling mainframe computers. The canned foods salesperson may be able to close a sale in two or three calls since the buyer regularly needs to ...
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