...But What Did It Cost Us?
This 26-page white paper, by Leff Bonney of The Florida State University Sales Institute, shows your sales manager how to determine whether your sales force is spending company resources wisely in pursuing customers. There is a critical difference between capturing sales and capturing sales efficiently. Where is the sales team wasting resources as it attempts to close sales? Using too much of costly resources such as time, discounting and sales support can render even the biggest sales unprofitable. Learn how to match the proper amount of company sales resources against various types of customers, so you can turn unprofitable accounts into highly profitable ones.
The NAW Institute for Distribution Excellence conducts research into strategic management issues affecting the wholesale distribution industry. Only the NAW Institute publishes leading-edge research studies with practical application for wholesale distribution firms of all sizes and lines of trade.