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Cost cutting reshapes industrial sales expenses
A McGraw Hill Sales Management survey of 499 companies shows industrial sales calls cost an average of 57.71 in 1971, up 9 percent from a decade earlier, as firms trim entertainment, car use, and staffing while some push for higher commissions or salary restructures. The survey notes Coach Morris of Union Carbide cites higher car and hotel costs, and Cobb of McGraw-Hill says cuts range from 10 to 50 percent in dining and club expenses.
MENTIONED IN THIS ARTICLE
McGraw-Hill
Sales Management Magazine
Jim Morris
Chemicals and Plastics
Union Carbide
McGrawt-Hill
Allen Cobb Jr