A cost benefit analysis is a type of analysis that compares the costs and benefits of a project or decision, and calculates the net value or return on investment. A cost benefit analysis can help a sales rep highlight a customer’s return on their investment by showing how the benefits of the product or service outweigh the costs, and by quantifying the value in monetary terms. A cost benefit analysis should include all relevant costs and benefits, such as initial costs, recurring costs,opportunity costs, direct benefits, indirect benefits, and intangible benefits. A cost benefit analysis should also consider the time value of money, the discount rate, and the payback period. References:
Sales Rep Training: Create Effective Selling Habits, unit “Use Cost Benefit Analysis to Sell with Value”.
Cert Prep: Salesforce Certified Sales Representative, unit “Close Deals with Value”.
How to calculate your Return on Customer Investment.
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