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The Sales Book by Graham Yemm

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The cost effectiveness of your sales function

Objectives

  • To understand the costs involved in making a sale
  • To know what to consider when looking at the real costs of your sales function
  • To recognise the need to know the cost of recruiting and developing sales people
  • To recognise the real cost of having underperforming sales people

Understanding

Have you any idea of the cost of each sales visit or sales contact made for your organisation? I suggest it is probably a lot more than you think. Various pieces of research indicate that a face-to-face meeting is likely to be somewhere between £250 and £400 (depending on your sector, it can be even higher in more complex or technical markets). How many meetings are needed to get an order? Many industries ...

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