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Operations Due Diligence by James F. Grebey

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SALES

If the business has developed a visionary product based on a disruptive new technology and is offering this product at a highly profitable competitive price in unlimited volumes, then it should be easy to make sales. In fact, customers should be knocking on the door demanding more products from the business. And who wouldn’t want to invest in this business! The sales process is easy in this case. Open the door, have the customers form a line, and take their orders. If things aren’t going quite that smoothly, then the sales and marketing infrastructure will need to be optimized to produce sustaining sales.

The Sales Process

The sales team leads the revenue collection activities of the business. It is responsible for managing customers; educating ...

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