Managing Salesperson Decisions that Impact Profitability

Research Findings from Florida State University's Dr. Leff Bonney

Leff Bonney

For most organizations, landing the major account is the ideal end goal for individual sales representatives, and the de facto definition of effectiveness for the sales organization. Yet focusing on account wins alone overlooks the importance of selling efficiency. Selling efficiency describes the productive use of firm resources in pursuit of account wins. These resources include the seller's own personal selling time, engaging team selling or support personnel, and financial resource(...)

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