In the past, industrial companies assign their new salesmen a territory, gave them a catalog, an order book and told them to select all the factories with smoking chimneys. Every factory in operation requires resources. So you knock on her door and offer useful products. And now many companies entrust the search for new buyers to the sellers themselves.
However, the time of the sales staff is very expensive
So it is completely useless to spend the time chinese overseas asia number data of the sales staff looking for new customers. Sellers should be selling, not looking for new buyers. Now the companies themselves are increasingly taking responsibility for collecting and managing data about potential buyers. Companies can do this much cheaper. Later, they pass the data on to salespeople, who can spend more time on direct work.
How can a company provide its sales force with comprehensive data?
Data collection takes place in three stages: identifying the target market, using communication tools, collecting data and finally evaluating it. Identifying the target market No sane company tries to make everyone its customer. Gillette doesn’t how to generate users for your application? offer its razors to toddlers, and Kimberly-Clark’s Huggies diapers to families without children. Its products to every steel company in succession. It is likely that the steel companies us a specific process of segmentation, target market identification and positioning selection and only then chose their target market.
Steel companies may decide to focus on supplying steel
To the automotive industry, office and material data kitchen equipment manufacturers. Once the target market is chosen, it is easy to identify the potential buyer. By specifying their knowlge about the target market – what it is looking for, what, where and when it buys, how it buys and so on – companies have more and more opportunities to find potential and profitable customers.