Sales & Marketing Management

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2. Target Market In developing your business plan, you should have extensively researched your market area. As part of this rese ...

Depending on the area, business situation, business resources, and competitive activity, divide a business market into these are ...

The selling cycle of a particular offering used by a target group of customers is very important. When a business is analyzing t ...

Uses of target market information The target marketing information gathered is an essential part of: Û The development of a mark ...

You need to determine how many of those seven elements apply to your target- marketing plan. You will need to complete the seven ...

Writing a target marketing plan You have defined your target market or target markets. You have walked through the seven element ...

Summary Target marketing is an important part of a marketing plan. There are several key elements of a target-marketing plan. Id ...

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3. Developing Market & Sales Force Potential Introduction The sales territory manager is the salesperson who is responsible ...

We will discuss these five components and related subjects in the following segments. Implementing the ideas presented in these ...

Estimate the potential for improvement in gross sales volume improvement and gross margin contribution. Complete this for each p ...

This sort of comment will raise a red flag with any sales manager. It indicates that the salesperson may be: The salesperson may ...

Changing market conditions Market conditions can change rapidly. A sales and marketing manager must be sensitive to change and ...

A normal call frequency could be every two weeks, two months, six months, or one year, but it should be a planned activity. The ...

Sales & Marketing Management © 190 Example of a two-month call frequency plan Week #1 Western Builders Highway Lumber Crosst ...

191 Week #8 Western Builders First Choice Lumber Jones Hardware Bi gtown Supplies Universal Decorators Week #9 Western Builders ...

Every territory manager should develop a target prospect list of at least 10–20 prospects. Derive these prospects from the targe ...

Example of a Weekly Activity Summary Weekly Activity Summary Sales territory Sales achieved Week of ____ Customer Product/job Jo ...

Keep an alphabetical customer record book with detailed information on all clients and prospects. A loose-leaf form is best beca ...