Sales executives should manage effectively company’s accounting and cost projection methods as well as to choose the best distribution channels and the most appropriate sales compensation plans so that to assure firm’s profitability and productivity. Once deciding on the marketing plan, sales managers should focus not only on revenues, but also manage the costs effectively. Profitability analysis should be conducted for both, products and clients (Johnston and Marshall, 2013, Ch.12). However, it is important to analyze efficiency of each salesperson’s work, as it is questioned in the Takamatsu case. The table below shows the overall results ...
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