2. Selling and Marketing Cost Reduction

  1. Steven M. Bragg

Published Online: 7 DEC 2011

DOI: 10.1002/9781118268346.ch2

Cost Reduction Analysis: Tools and Strategies

Cost Reduction Analysis: Tools and Strategies

How to Cite

Bragg, S. M. (2010) Selling and Marketing Cost Reduction, in Cost Reduction Analysis: Tools and Strategies, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9781118268346.ch2

Publication History

  1. Published Online: 7 DEC 2011
  2. Published Print: 10 MAY 2010

ISBN Information

Print ISBN: 9780470587263

Online ISBN: 9781118268346

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Keywords:

  • cost reduction;
  • sales volume;
  • high-margin customers;
  • marketing costs;
  • lower-margin customers

Summary

This chapter contains sections titled:

  • Introduction

  • Customer Mix Analysis

  • Customer Class Analysis

  • Sales Region Analysis

  • Dropped Customer Analysis

  • Price Setting with Throughput Analysis

  • Sales Productivity Analysis

  • Sales Effectiveness Analysis

  • Salesperson Analysis

  • Finding Throughput Problems in Sales

  • Sales Process Flow

  • Sales Deduction Systems

  • Collections by the Sales Staff

  • Marketing Cost Reductions

  • Sales and Marketing Metrics

  • Summary