Excerpt from Methods of Paying Salesmen and Operating Expenses in the Wholesale Grocery Business in 1918
The firms that did a strictly local business Showed a com mon figure for salesforce expense of of net sales. In businesses where the salesmen covered more than local terri tories, the common figure for salesforce expense was of net sales. This higher percentage of salesforce expense for businesses covering more than local territories was due, in part, to the heavier travelling expense incurred in selling in the wider territories. It was also probably due, in part, to the difficulty in securing as large an annual volume of sales per salesman in the more distant territories as in the local districts. Outside the local territories the customers were more Scattered, and freight charges frequently made it harder for the salesmen to sell staple merchandise.
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