The salesperson is treated as an integral part of the buyer's organization. The partners work together to investigate problems and develop workable solutions. H. Personal Selling and Profitability 1. All sales are not equal in profit. To balance the investment in a customer relationship against the expected profits, you must look at costs and at lifetime customer value.
Some customers are more costly to serve than others.
Some marketers sell differently to each customer segment. It is important to think about the lifetime value of a customer when determining profitability. Cross-selling, selling a number of different products to customers who initially buy a single product, is a way to boost the profitability of a customer over the long term. Interaction between the customer and the salesperson or sales team is critical, but only one aspect of the three-part sales process. Before the Sales Call 1.