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Modern companies realise that it's far more expensive to find new customers than keep existing ones, and so put sufficient investment into looking after and growing existing accounts.

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Less sensible companies find themselves spending a fortune winning new customers, while they lose more business than they gain because of poor retention activity.

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(The hole in the bucket syndrome, where it leaks out faster than it can be poured in.) b) Increasing the size and complexity of the issue increases the need and opportunity for consultative advice - the buyer increases his/her perception that outside expertise (from the seller) is required.Targets are established at the beginning of the trading year, and then reinforced with a system of regular forecasting and reviews (sometimes referred to as 'a good bollocking') throughout the year. This type of learning is the most valuable and well-respected (by future potential employers) of all. /ing - a personal face-to-face visit or telephone by a sales person to a prospect or customer.

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Bonus payments, sales commissions, pay reviews, job gradings, life and death, etc., can all be dependent on sales staff meeting sales targets, so all in all sales targets are quite sensitive things.

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