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"Then our salespeople wait, hopefully, for the customer to send us a purchase order. I discovered that every once in a while our bid is lowest and we actually get the job. Our new sales program will require that our salespeople call to acknowledge receipt of the job specs and ask the customer when he will be making a decision. We are inaugurating a training program to teach our salespeople how to sell and ask for the order during the window of time between quotation and purchase decision. I think this will dramatically improve our hit rate.
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