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B2B organization in practice (eng)


The simple and short answer is that “the members of Prosales Membership Programme requested it.” The more elaborate answer is that Sales Efficiency Study III, on which the report is based, provides unequivocal evidence that the inability to match the client’s requirements (in terms of adaptation or standardization) with the appropriate sales logic (complex or traditional) has a negative affect on sales performance. If this type of imbalance occurs, the value of the deal, or business relationship, doesn’t justify a sales effort and profitability per sales hour is lousy. This report handles the question of how to avoid such efficiency drainage.

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