The costs of selling - Sales Management

The sales force is a major cost center in most companies, but also one of its major assets. Sales managers should recognize the costs of selling, and work to improve salesperson productivity through the use of technology,systems and training.

Obviously costs increase over time, but an example of an approximate costing for a salesperson is shown in Table. This highlights that salesperson costs a lot more than just basic salary, and what the sales manager should be particularly aware of is the average cost per sales call made (and the average cost per order obtained, which will usually be higher cost figure .

The-typical-costs-of-selling


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