Cost management is a weak point of many complex and long-term projects. These projects are expensive and (e.g. IT projects) are known for coming in way over budget.

He has to understand the project’s financial reporting system, represent the buyer’s interest in his company’s implementation team and make recommendations related to costs and budgets when necessary.

The salesman is typically not the person managing the implementation project but he is responsible for the general relationship with the client, consequently he must be an active player in project cost budgeting and cost control.

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