Sales development For sales development, we will implement various activities to further increase results. The fundamental thing is that we can cover 100% of our sales area. This includes an overview of the number of customers in an area and the potential that can be covered by a seller. We want to focus on the
Guidance tools in sales In order to develop sales, appropriate management tools are required. The basis is the customer database in which all customer data is stored. In order to be able to guarantee professional customer service, you now need a CRM system in which all customer, contact and sales data is collected and kept
Sales planning Bei der Verkaufsplanung unterscheiden wir die konzeptionelle und die operative Planung. Die konzeptionelle Planung ergibt sich durch unterschiedliche Betrachtungen in die Verkaufspersonalplanung, Verkaufsgebietsplanung oder die Kundenstrukturplanung. Natürlich können auch Mischformen entstehen. Die operative Verkaufsplanung reicht von der Budgetplanung über die Einsatzplanung, die Aktionsplanung bis hin zur Ergebnisplanung.
Competitors Considering your competitors is also an important step in sales development. What competitors do we have? What market shares does which competitor have and which strategy does which competitor use? How can we differentiate ourselves from our competitors? Is it about the product or do we have to offer additional services that make the
What sales strategy do we use In order to select the right sales strategy, considerations must be made in terms of product group, potential customer group and sales costs. From this the following conclusions can be drawn: Which distribution channel is the ideal – direct or indirect? Which form of sales is the ideal –
Which customers do we have To choose the right sales strategy, we first need to determine which customers we have. How do customers differ - by customer size, by product groups, by customer requirements, etc. How can customers be addressed and what is important to the customer - what are your purchasing criteria? Source purchasing
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