What Does A Salesperson Do?
- Topics:
- Account Management
- Tags:
- David Fellman & Associates,
- Salesperson,
- Sales Strategy,
- Sales Force Management,
- Sales,
- Managerial Accounting,
- Finance,
- Enterprise Software,
- Document Management,
- Software
- Source:
- David Fellman & Associates
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Overview: From the executive summary: ‘In some companies belonging to the printing industry, the salesperson is responsible for the relationship, but someone else manages the individual print jobs. In other printing companies, the salesperson is responsible for both the relationship and the jobs themselves. It is a mistake to make a salesperson responsible for both sales volume and profitability. A far better strategy is to make the salesperson responsible for sales volume alone, and ensure the profitability of what he/she sells by putting pricing in the hands of someone who can properly be held responsible for profitability.’ The paper examines this issue.
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Format: PDF | Size: 22KB | Date: Jan 2003 | Pages: 5
