Calculating the Cost of New Customers

There are many costs incurred after you land a new account--mostof them in the form of time used for the following sevenprocedures:

1. Credit checks
2. Establishment of payments
3. Internal accounting setup
4. Internal shipping department setup
5. Customer indoctrination and training
6. Salesperson handholding
7. Management monitoring

To get a good idea of the costs to your company, ask eachdepartment what it does when an order comes in from a new customer.You might be surprised at how much goes on behind the scenes.

Excerpted from Creative Selling: Boost your B2B sales