MM-10 - 1. Refer to Appendix 3, Marketing by the Numbers,...

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Marketing Math-Chapter 14 MM-10 Concepts of Marketing Many companies are realizing the efficiency of telemarketing in the face of soaring sales force costs. Whereas an average cost of a business-to-business sales call by an outside salesperson costs more than $300, the cost of a telemarketing sales call can be as little as $5 to $20. And telemarketers can make 20 to 33 decision maker contacts per day to a salesperson’s four per day. This has gotten the attention of many business-to-business marketers—where telemarketing can be very effective.
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Unformatted text preview: 1. Refer to Appendix 3, Marketing by the Numbers, to determine the marketing return on sales (marketing ROS) and return on marketing investment (marketing ROI) for Company A and Company B in the chart below. Which company is performing better? Explain. Company A (sales force only) Company B (telemarketing only) Net sales 1,000,000 $850,000 Cost of goods sold $500,000 $425,000 Sales expenses $300,000 $100,000...
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This note was uploaded on 01/18/2012 for the course JOMC 475 taught by Professor Heidihennink-kaminski during the Spring '11 term at UNC.

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