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The number of customers would be the same as what Lea-Meadows current sales agents currently call on.
3. The frequency of customer calls would be the industry norm.
4. The length of an average customer call would be 45 minutes, including travel time.
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Sales Force Productivity
Current Calls Per Account
Number of Salespeople: 10
Number of Calls per Week: 10
Number of Weeks: 50
Total Number of Calls per Year: 5,000
Number of Accounts: 1,000
Number of Calls per Account: 5
Desired Calls Per Account: 7
Percent Increase: 7 ? 5/5 = 40%
Appendix 2
Financials Associated With Different Selling Alternatives
Assume Lea-Meadow Sales of $5,000,000
Sales Agents Company Sales Force
Fixed Costs $0 $235,0001
Variable Costs $5,000,000 X ...
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