The follow-up nobody does: how many visits it actually takes
The customer who didn't buy almost never said no. They said "let me look at it", "come back next week", "I have no shelf space right now". That isn't a rejection: it's a date…
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Field sales, told by the people who run them
Routes, inventory on the move, collecting on site and teams with several reps. What we learn building SELBUK.
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The second line on the order: selling more on the visit you are already making
The cost of a visit is paid before anyone knows what will be sold inside it. The fuel, the rep's time, the wait at the counter and the walk back to the truck cost the same whether…