The Components of a Selling Organization
Every selling organization can be viewed in terms of three basic components, shown in Figure 2-1.
Figure 2-1. The Basic Components of a Selling Organization.
First, there is the sales force investment in salespeople and sales support. Costs associated with salespeople include salesperson compensation, sales manager compensation, and benefits. Sales support costs include the costs of hiring, training, sales aids, sales meetings, sales data, sales systems, and laptop computers. The total annual cost may be several hundred thousand dollars for a small selling organization with just a few salespeople or several ...
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