Modern Advertising The Exploitation Of Fear.
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Aside from top-line revenue and maybe salaries due to employment reductionthe one expense line that may have changed the most is travel and entertainment. The spender of these? Sales organizations.
Guess which line item is frequently mentioned? And if you consider some of the largest manufacturers in the electrical industry, they are publicly held companies.
And if there is no travel, how does that change the role, perhaps value, of a regional sales manager? What other sales-related roles are impacted by travel especially direct salespeople? But it should not be the replacement for all meetings.
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There is a role for face-to-face now abbreviated as F2F so there will be some permanent travel and entertainment cost savings. The question becomes, how much will be acceptable or when is there an acceptable ROI? The reality is that analysts impact a stock price for one day a quarter … four days a year.
David Gordon is president of Channel Marketing Group. Channel Marketing Group works with manufacturers, distributors, manufacturer reps and technology companies in the electrical industry to read more companies accelerate their performance through strategy development, marketing creativity and market research.
CMG generates ideas that generate results.
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It is nonsense!