...But What Did It Cost Us? How to Reduce Selling Costs in Wholesale Distribution
There is a critical difference between capturing sales and capturing sales efficiently. 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. 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. To get started, download this free NAW white paper by clicking here.